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A Temporal Model of Negotiation Linkage Dynamics
Author(s) -
Crump Larry
Publication year - 2007
Publication title -
negotiation journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.238
H-Index - 32
eISSN - 1571-9979
pISSN - 0748-4526
DOI - 10.1111/j.1571-9979.2007.00133.x
Subject(s) - negotiation , outcome (game theory) , linkage (software) , negotiation theory , dynamics (music) , process (computing) , political science , variable (mathematics) , public relations , social psychology , business , law and economics , psychology , computer science , sociology , economics , microeconomics , law , mathematics , pedagogy , biochemistry , mathematical analysis , gene , operating system , chemistry
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 U.S. from 2000 to 2004. After developing a temporal framework of negotiation linkage, the study examines 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. The study's findings can be used to help negotiation scholars and practitioners 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.