Negotiation Process and Negotiation Context

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Title Negotiation Process and Negotiation Context
Author Crump, Larry
Journal Name International Negotiation: a journal of theory and practice
Year Published 2011
Place of publication Netherlands
Publisher Martinus Nijhoff Publishers
Abstract This article examines how external events grounded in a negotiation’s relevant environment (i.e., negotiation context) influence negotiation process and outcome. Multilateral, regional and bilateral environments are examined through linkage theory to gain understanding about the impact of external events or context on negotiation process and outcome. Linkages between a negotiation and its context are examined through five trade negotiations: the WTO Doha round (multilateral-global); the Free Trade Area of the Americas (multilateral-regional); EU–Mercosur (bilateral-regional); EU–Chile (bilateral); and US–Chile (bilateral). In addition to developing greater understanding about the strategic relationship between a negotiation and its context this article establishes a theoretic framework that defines the known universe of linkage dynamics. The impact of multilateral environments on regional negotiation process and outcome is of particular interest, as is the strategic use of bilateral environments in seeking to achieve multilateral geopolitical ends.
Peer Reviewed Yes
Published Yes
Alternative URI http://dx.doi.org/10.1163/138234011X573011
Volume 16
Issue Number 2
Page from 197
Page to 227
ISSN 1382-340X
Date Accessioned 2011-12-09; 2012-02-15T04:51:08Z
Faculty Griffith Business School
Subject International Relations
URI http://hdl.handle.net/10072/42711
Publication Type Journal Articles (Refereed Article)
Publication Type Code c1

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