Alliances and negotiations

Paola Manzini; Marco Mariotti

doi:10.1016/j.jet.2004.03.003

Alliances and negotiations

Paola Manzini^*
, Marco Mariotti

^*Corresponding author for this work

School of Economics

Research output: Contribution to journal › Article (Academic Journal) › peer-review

18 Citations (Scopus)

Abstract

Negotiations often occur not between individuals but among groups (companies, trade unions, political parties, etc.) each representing composite interests, whose bargaining behaviour is regulated by some collective decision mechanism. In this paper we provide a natural model of such circumstances. We formalise the notion of 'alliance' and show how different preference aggregation procedures within the alliance affect the bargaining outcome. In particular, we find that unanimity procedures lead to 'more aggressive' negotiating tactics than majority procedures.

Original language	English
Pages (from-to)	128-141
Number of pages	14
Journal	Journal of Economic Theory
Volume	121
Issue number	1
DOIs	https://doi.org/10.1016/j.jet.2004.03.003
Publication status	Published - Mar 2005

Bibliographical note

Copyright:
Copyright 2005 Elsevier B.V., All rights reserved.

UN SDGs

This output contributes to the following UN Sustainable Development Goals (SDGs)

SDG 8 Decent Work and Economic Growth

Keywords

Alliances
Multiperson bargaining

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AB - Negotiations often occur not between individuals but among groups (companies, trade unions, political parties, etc.) each representing composite interests, whose bargaining behaviour is regulated by some collective decision mechanism. In this paper we provide a natural model of such circumstances. We formalise the notion of 'alliance' and show how different preference aggregation procedures within the alliance affect the bargaining outcome. In particular, we find that unanimity procedures lead to 'more aggressive' negotiating tactics than majority procedures.

KW - Alliances

KW - Multiperson bargaining

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DO - 10.1016/j.jet.2004.03.003

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ER -

Alliances and negotiations

Abstract

Bibliographical note

UN SDGs

Keywords

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