Negotiation linkage strategies: Risks and opportunities

Abstract

Clearly, risks and opportunities are present in the management of negotiation linkage dynamics (the way in which one negotiation influences the process or outcome of another). This study examines four linked bilateral trade treaty negotiations conducted by Australia, Chile, the European Union, Singapore and the United States to establish understanding about the strategic management of linkage dynamics. Several outcomes are achieved through case analysis. This study (1) applies role theory to identify strategic risks and opportunities, (2) builds a typology of techniques that can produce tangible gains when negotiations are linked, (3) introduces the concept of degrees of linkage dynamics, and (4) establishes five testable hypotheses to further advance knowledge.