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- W1586536324 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." @default.
- W1586536324 created "2016-06-24" @default.
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- W1586536324 date "2002-01-01" @default.
- W1586536324 modified "2023-10-18" @default.
- W1586536324 title "Divide Et Impera: Negotiating with a Stakeholder" @default.
- W1586536324 doi "https://doi.org/10.2139/ssrn.299320" @default.
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