Strategically managing negotiation linkage dynamics

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Title Strategically managing negotiation linkage dynamics
Author Crump, Larry
Journal Name Negotiation and Conflict Management Research
Year Published 2010
Place of publication United Kingdom
Publisher Wiley-Blackwell Publishing Ltd.
Abstract Negotiation linkage (the way in which one negotiation influences the process or outcome of another) presents challenges that are complex and real. Based on field research, this qualitative study examines four linked-bilateral trade treaty negotiations conducted by Australia, Chile, the European Union, Singapore, and the United States to establish theoretical understanding about the strategic management of negotiation linkage dynamics. Several outcomes are achieved through case analysis. This study (a) introduces ''degree of linkage dynamics'' (robust, moderate, or modest) as a concept and concludes that it is determined by structural and contextual factors, (b) develops a framework of linked party action, (c) establishes guidance for managing opportunistic behavior in linked negotiations, (d) builds a six-part typology of strategic techniques that can produce tangible gains in linked negotiations, and (e) examines research opportunities to further extend negotiation linkage theory. Research methodology developed in this study serves as a model for investigating negotiation linkage dynamics.
Peer Reviewed Yes
Published Yes
Alternative URI http://dx.doi.org/10.1111/j.1750-4716.2009.00046.x
Volume 3
Issue Number 1
Page from 3
Page to 27
ISSN 1750-4708
Date Accessioned 2010-05-18
Language en_AU
Faculty Griffith Business School
Subject Organisation and Management Theory; Policy and Administration
URI http://hdl.handle.net/10072/30845
Publication Type Journal Articles (Refereed Article)
Publication Type Code c1

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