Negotiation Linkage Strategies: Risks and Opportunities

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Title Negotiation Linkage Strategies: Risks and Opportunities
Author Crump, Larry
Publication Title Third International Biennale on Negotiation: Conference Proceedings
Editor C. Dupont
Year Published 2007
Place of publication Paris, France
Publisher NEGOCIA
Abstract Clearly, risks and opportunities are present in the management of negotiation linkage dynamics (the way in which one negotiation influences the process or outcome of another). This study examines four linked bilateral trade treaty negotiations conducted by Australia, Chile, the European Union, Singapore and the United States to establish understanding about the strategic management of linkage dynamics. Several outcomes are achieved through case analysis. This study (1) applies role theory to identify strategic risks and opportunities, (2) builds a typology of techniques that can produce tangible gains when negotiations are linked, (3) introduces the concept of degrees of linkage dynamics, and (4) establishes five testable hypotheses to further advance knowledge.
Peer Reviewed Yes
Published Yes
Publisher URI
Alternative URI
Conference name 3rd International Biennale on Negotiation
Location Paris, France
Date From 2007-11-14
Date To 2007-11-15
Date Accessioned 2008-02-27
Language en_AU
Faculty Griffith Business School
Subject PRE2009-Cross discipline
Publication Type Conference Publications (Full Written Paper - Refereed)
Publication Type Code e1

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