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Negotiating the Marcellus: The Role of Information in Building Trust in Extractive Deals
Author(s) -
Liss Jodi
Publication year - 2011
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.1571-9979.2011.00317.x
Subject(s) - negotiation , leverage (statistics) , the internet , public relations , business , field (mathematics) , political science , law , computer science , mathematics , machine learning , world wide web , pure mathematics
New technology has expanded the opportunities for energy companies within the United States, often bringing them into populated communities and requiring them to negotiate deals with landowners. This case study focuses on how one group of landowners in northeastern Pennsylvania creatively reimagined the process of negotiating in a natural gas deal. They used collective bargaining for leverage, and the Internet and social media to level the informational playing field. These techniques allowed them to develop trust within the group and ultimately with one company, as they sought to protect their environment and enhance their financial gain.