Please use this identifier to cite or link to this item: https://hdl.handle.net/10419/21536 
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dc.contributor.authorManzini, Paolaen
dc.date.accessioned2009-01-28T16:23:18Z-
dc.date.available2009-01-28T16:23:18Z-
dc.date.issued2002-
dc.identifier.urihttp://hdl.handle.net/10419/21536-
dc.description.abstractIn many kinds of bilateral negotiations the resolution of the issues at stake has an impact which extends beyond the remits of the parties directly involved (e.g. labour negotiations in sectors of public interest, where a strike would impact on the public at large). Once this is recognised, negotiations ought to account for the interests of such stakeholder, whose stake is linked to the original negotiations. This interplay of different interests may introduce astrategic incentive to delay agreement in order to win the maximum concessions from one's opponents.en
dc.language.isoengen
dc.publisher|aInstitute for the Study of Labor (IZA) |cBonnen
dc.relation.ispartofseries|aIZA Discussion Papers |x421en
dc.subject.jelJ5en
dc.subject.jelC7en
dc.subject.jelD74en
dc.subject.ddc330en
dc.subject.keywordStakeholdersen
dc.subject.keywordbargainingen
dc.subject.keywordwar of attritionen
dc.subject.stwVerhandlungstheorieen
dc.subject.stwKonflikten
dc.subject.stwLohnverhandlungenen
dc.subject.stwÖffentliches Interesseen
dc.subject.stwTheorieen
dc.titleDivide et Impera: Negotiating with a Stakeholder-
dc.typeWorking Paperen
dc.identifier.ppn844781290en
dc.rightshttp://www.econstor.eu/dspace/Nutzungsbedingungenen

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