Resource title

Divide et Impera: Negotiating with a Stakeholder

Resource image

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Resource description

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.

Resource author

Paola Manzini

Resource publisher

Resource publish date

Resource language

eng

Resource content type

text/html

Resource resource URL

http://hdl.handle.net/10419/21536

Resource license

Adapt according to the presented license agreement and reference the original author.