Divide et Impera: Negotiating with a Stakeholder

Paola Manzini

No 421, IZA Discussion Papers from IZA Network @ LISER

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: war of attrition; bargaining; Stakeholders (search for similar items in EconPapers)
JEL-codes: C7 D74 J5 (search for similar items in EconPapers)
Pages: 28 pages
Date: 2002-02
New Economics Papers: this item is included in nep-gth and nep-pke
References: Add references at CitEc
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Published - fully revised version with Clara Ponsati published in: Mathematical Social Sciences, 2005, 50 (2), 166-180

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Working Paper: Divide et impera: Negotiating with a Stakeholder (2002)
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