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Divide et impera: Negotiating with a Stakeholder

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  • Paola Manzini

    (Queen Mary, University of London)

Abstract

In 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 a strategic incentive to delay agreement in order to win the maximum concessions from one's opponents.

Suggested Citation

  • Paola Manzini, 2002. "Divide et impera: Negotiating with a Stakeholder," Working Papers 451, Queen Mary University of London, School of Economics and Finance.
  • Handle: RePEc:qmw:qmwecw:wp451
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    Keywords

    Stakeholders; Bargaining; War of attrition;

    JEL classification:

    • C7 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory
    • D74 - Microeconomics - - Analysis of Collective Decision-Making - - - Conflict; Conflict Resolution; Alliances; Revolutions
    • J5 - Labor and Demographic Economics - - Labor-Management Relations, Trade Unions, and Collective Bargaining

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