A Temporal Model of Negotiation Linkage Dynamics

Abstract

This article explores negotiation linkage dynamics (how one negotiation influences or determines the process or outcome of another) by examining three bilateral trade treaty negotiations conducted by the governments of Australia, Singapore and the United States from 2000 to 2004. After developing a temporal framework of negotiation linkage, the study questions how one negotiation can influence another negotiation when time is treated as an independent variable and negotiation process and outcome are treated as dependent variables. Results help in building prescriptive theory to strategically manage the opportunities and challenges inherent in negotiation linkage dynamics. The study concludes with a proposed research agenda and a temporal enhancement of the negotiation paradigm.