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Analyzing Complex Negotiations
Author(s) -
Crump Larry
Publication year - 2015
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/nejo.12086
Subject(s) - negotiation , context (archaeology) , identification (biology) , process (computing) , negotiation theory , political science , epistemology , sociology , computer science , law , philosophy , geography , biology , botany , archaeology , operating system
Complex negotiations have been conducted for a long time, although until somewhat recently analysts had yet to conceptualize their fundamental nature, their essential elements, and the relationship between these elements. Over the past forty years, however, scholars have gained increasing understanding of the forces that shape negotiation complexity. In this article, I first review literature that has explored complex negotiations, which is found primarily in negotiation studies, and studies of international negotiation. I then develop a five‐part theoretical framework for analyzing complex negotiations: (1) identification of negotiation architecture, (2) context analysis, (3) process analysis, (4) structural and relational analysis, and (5) decisional analysis. I then demonstrate the utility of this five‐part framework by examining the U . S .– A ustralia F ree T rade negotiations that produced the A ustralia– U . S . F ree T rade A greement of 2005. Finally, the article closes with some observations on complex negotiations and their analysis.