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dc.contributor.convenorNEGOCIAen_AU
dc.contributor.authorCrump, Larryen_US
dc.contributor.editorC. Duponten_US
dc.date.accessioned2017-04-24T09:52:21Z
dc.date.available2017-04-24T09:52:21Z
dc.date.issued2007en_US
dc.date.modified2009-11-09T06:53:48Z
dc.identifier.refurihttp://www.negocia-evenementiel.com/biennale_negociation_2007_en/en_AU
dc.identifier.doihttp://www.negocia.fr/negoweb/webocia.nsf/ID/FR__Speen_AU
dc.identifier.urihttp://hdl.handle.net/10072/19175
dc.description.abstractClearly, 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.en_US
dc.description.peerreviewedYesen_US
dc.description.publicationstatusYesen_AU
dc.languageEnglishen_US
dc.language.isoen_AU
dc.publisherNEGOCIAen_US
dc.publisher.placeParis, Franceen_US
dc.publisher.urihttp://www.iacm-conflict.org/news/20060710.htmlen_AU
dc.relation.ispartofstudentpublicationNen_AU
dc.relation.ispartofconferencename3rd International Biennale on Negotiationen_US
dc.relation.ispartofconferencetitleThird International Biennale on Negotiation: Conference Proceedingsen_US
dc.relation.ispartofdatefrom2007-11-14en_US
dc.relation.ispartofdateto2007-11-15en_US
dc.relation.ispartoflocationParis, Franceen_US
dc.rights.retentionYen_AU
dc.subject.fieldofresearchMulti-Disciplinaryen_US
dc.subject.fieldofresearchcode999999en_US
dc.titleNegotiation Linkage Strategies: Risks and Opportunitiesen_US
dc.typeConference outputen_US
dc.type.descriptionE1 - Conference Publications (HERDC)en_US
dc.type.codeE - Conference Publicationsen_US
gro.facultyGriffith Business School, Department of International Business and Asian Studiesen_US
gro.date.issued2007
gro.hasfulltextNo Full Text


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    Contains papers delivered by Griffith authors at national and international conferences.

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