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dc.contributor.authorCrump, Larryen_US
dc.contributor.editorMichael Wheeleren_US
dc.date.accessioned2017-04-24T09:52:21Z
dc.date.available2017-04-24T09:52:21Z
dc.date.issued2007en_US
dc.date.modified2009-11-09T06:52:18Z
dc.identifier.issn1571-9979en_US
dc.identifier.doi10.1111/j.1571-9979.2007.00133.xen_AU
dc.identifier.urihttp://hdl.handle.net/10072/17464
dc.description.abstractThis 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 United States from 2000 to 2004. After developing a temporal framework of negotiation linkage, the study questions 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. Results help in building prescriptive theory to 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.en_US
dc.description.peerreviewedYesen_US
dc.description.publicationstatusYesen_AU
dc.languageEnglishen_US
dc.language.isoen_AU
dc.publisherBlackwell Publishingen_US
dc.publisher.placeUnitedStatesen_US
dc.publisher.urihttp://www3.interscience.wiley.com/journal/118505154/homeen_AU
dc.relation.ispartofstudentpublicationNen_AU
dc.relation.ispartofpagefrom117en_US
dc.relation.ispartofpageto153en_US
dc.relation.ispartofissue2en_US
dc.relation.ispartofjournalNegotiation Journalen_US
dc.relation.ispartofvolume23en_US
dc.rights.retentionYen_AU
dc.subject.fieldofresearchMulti-Disciplinaryen_US
dc.subject.fieldofresearchcode999999en_US
dc.titleA Temporal Model of Negotiation Linkage Dynamicsen_US
dc.typeJournal articleen_US
dc.type.descriptionC1 - Peer Reviewed (HERDC)en_US
dc.type.codeC - Journal Articlesen_US
gro.facultyGriffith Business School, Department of International Business and Asian Studiesen_US
gro.date.issued2007
gro.hasfulltextNo Full Text


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