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dc.contributor.authorCrump, Larry
dc.contributor.editorMichael Wheeler
dc.date.accessioned2017-05-03T12:48:33Z
dc.date.available2017-05-03T12:48:33Z
dc.date.issued2007
dc.date.modified2009-11-09T06:52:18Z
dc.identifier.issn0748-4526
dc.identifier.doi10.1111/j.1571-9979.2007.00133.x
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.
dc.description.peerreviewedYes
dc.description.publicationstatusYes
dc.languageEnglish
dc.language.isoeng
dc.publisherBlackwell Publishing
dc.publisher.placeUnitedStates
dc.publisher.urihttps://onlinelibrary.wiley.com/doi/10.1111/j.1571-9979.2007.00133.x
dc.relation.ispartofstudentpublicationN
dc.relation.ispartofpagefrom117
dc.relation.ispartofpageto153
dc.relation.ispartofissue2
dc.relation.ispartofjournalNegotiation Journal
dc.relation.ispartofvolume23
dc.rights.retentionY
dc.subject.fieldofresearchBusiness and Management
dc.subject.fieldofresearchLaw
dc.subject.fieldofresearchcode1503
dc.subject.fieldofresearchcode1801
dc.titleA Temporal Model of Negotiation Linkage Dynamics
dc.typeJournal article
dc.type.descriptionC1 - Articles
dc.type.codeC - Journal Articles
gro.facultyGriffith Business School, Department of International Business and Asian Studies
gro.date.issued2007
gro.hasfulltextNo Full Text
gro.griffith.authorCrump, Larry


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