Negotiations with Asymmetrical Distribution of Power

Conclusions from Dispute Resolution in Network Industries

  • Klaus Winkler

Part of the Contributions to Economics book series (CE)

About this book

Introduction

In many ways, complex negotiations shape the business arena of regulated network markets. In general, negotiating partners are not equal with regard to their various sources and instruments of power. This book unfolds a differentiated and, at the same time, applicable framework for analyzing and managing negotiations. It creatively combines power and negotiations theories. In addition, it illustrates the findings in a very inspiring way by investigating negotiation episodes in network industries such as telecommunications and railways. Thus, this book is highly relevant for all those wanting to better understand the complex political processes and outcomes in regulated industries, but also for those bearing practical responsibility in regulatory and government affairs and wanting to improve their management performance.
Prof. Dr. Dres. h.c. Arnold Picot, Ludwig-Maximilians-Universität, Munich, Germany

In regulated sectors negotiations and other alternative dispute resolution mechanisms should play a more important role in the future. This book makes an important contribution to that development.
Dr. Peter Knauth, Federal Minstry of Economics, Germany

Anyone seriously engaged in complex negotiations will benefit from this book.
Prof. Dr. Ingo Vogelsang, Boston University, USA

Keywords

ADR Conflict Resolution Negotations Network Industries Power Rail Telecommuncations Transportation communication telecommunications

Authors and affiliations

  • Klaus Winkler
    • 1
  1. 1.Frankfurt/M.Germany

Bibliographic information

  • DOI https://doi.org/10.1007/3-7908-1744-9
  • Copyright Information Physica-Verlag Heidelberg 2006
  • Publisher Name Physica-Verlag HD
  • eBook Packages Business and Economics
  • Print ISBN 978-3-7908-1743-0
  • Online ISBN 978-3-7908-1744-7
  • Series Print ISSN 1431-1933
  • About this book