A Temporal Model of Negotiation Linkage Dynamics

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Title A Temporal Model of Negotiation Linkage Dynamics
Author Crump, Larry
Journal Name Negotiation Journal
Editor Michael Wheeler
Year Published 2007
Place of publication UnitedStates
Publisher Blackwell Publishing
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.
Peer Reviewed Yes
Published Yes
Publisher URI http://www3.interscience.wiley.com/journal/118505154/home
Alternative URI http://dx.doi.org/10.1111/j.1571-9979.2007.00133.x
Volume 23
Issue Number 2
Page from 117
Page to 153
ISSN 1571-9979
Date Accessioned 2008-02-27
Language en_AU
Faculty Griffith Business School
Subject PRE2009-Cross discipline
URI http://hdl.handle.net/10072/17464
Publication Type Journal Articles (Refereed Article)
Publication Type Code c1

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