TY  - RPRT
        AU  - Manzini, Paola
        TI  - Divide et Impera: Negotiating with a Stakeholder
        PY  - 2002/Feb/
        PB  - Institute of Labor Economics (IZA)
        CY  - Bonn
        T2  - IZA Discussion Paper
        IS  - 421
        UR  - https://www.iza.org/publications/dp421
        AB  - 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.
        KW  - war of attrition
KW  - bargaining
KW  - Stakeholders
        ER  -