Divide Et Impera: Negotiating with a Stakeholder

27 Pages Posted: 4 Feb 2002

See all articles by Paola Manzini

Paola Manzini

University of St. Andrews - School of Economics and Finance; Institute for the Study of Labor (IZA)

Date Written: February 2002

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.

Keywords: Stakeholders, Bargaining, War of Attrition

JEL Classification: C7, D74, J5

Suggested Citation

Manzini, Paola, Divide Et Impera: Negotiating with a Stakeholder (February 2002). IZA Discussion Paper No. 421; University of London Working Paper No. 451. Available at SSRN: https://ssrn.com/abstract=299320

Paola Manzini (Contact Author)

University of St. Andrews - School of Economics and Finance ( email )

North St
Saint Andrews, Fife KY16 9AJ
United Kingdom

HOME PAGE: http://www.st-andrews.ac.uk/~pm210/

Institute for the Study of Labor (IZA)

P.O. Box 7240
Bonn, D-53072
Germany

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