Alliances and negotiations

P  Manzini; M  Mariotti

doi:10.1016/j.jet.2004.03.003

Alliances and negotiations

P Manzini, M Mariotti

Research output: Contribution to journal › Article › peer-review

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. (C) 2004 Elsevier Inc. All rights reserved.

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

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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10.1016/j.jet.2004.03.003

Cite this

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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. (C) 2004 Elsevier Inc. All rights reserved.

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KW - multiperson bargaining

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DO - 10.1016/j.jet.2004.03.003

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Alliances and negotiations

Abstract

UN SDGs

Keywords

Access to Document

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