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dc.contributor.authorCrump, Larryen_US
dc.contributor.editorSSRNen_US
dc.date.accessioned2017-04-24T09:52:19Z
dc.date.available2017-04-24T09:52:19Z
dc.date.issued2005en_US
dc.date.modified2007-03-21T21:21:54Z
dc.identifier.refurihttp://papers.ssrn.com/sol3/papers.cfm?abstract_id=726202en_AU
dc.identifier.urihttp://hdl.handle.net/10072/2859
dc.description.abstractAlthough negotiation theory provides substantial understanding about negotiation process and outcome, it does not adequately consider the social context in which a negotiation is embedded. When the element of time is added to social context it appears as if a specific negotiation becomes surrounded by a flow-of-events. I argue that this flow-of-events, and hence context, may be more clearly understood through the application of linkage theory. This paper reviews the literature on linkage theory and proposes a three-part temporal model of negotiation linkage: simultaneous links, concurrent links and consecutive links. I apply this model and a role-based framework (link-pin party and linked party) in examining case-study data from two discrete negotiations that are concurrently linked in time: Singapore - Australia free-trade negotiations (SAFTA: 11/2000 - 2/2003) and United States - Singapore free-trade negotiations (USSFTA: 11/2000 - 5/2003). Case analysis facilitates development of propositions and guidance that can assist in (1) determining the direction of influence in linked negotiations, (2) managing opportunistic behaviour in linked negotiations, (3) managing negotiation strategy and (4) gaining negotiation efficiency opportunity through linkage. Following an examination of the structural characteristics that appear to determine case-study linkage dynamics, this paper builds a four-part structural framework that identifies choices and consequences that parties confront in concurrently linked negotiations. The paper concludes by outlining a program of research based on a temporal model of negotiation linkage.en_US
dc.description.peerreviewedYesen_US
dc.description.publicationstatusYesen_AU
dc.languageEnglishen_US
dc.language.isoen_AU
dc.publisherSocial Science Electronic Publishing, Inc.en_US
dc.publisher.placeRochester, NY, USAen_US
dc.relation.ispartofstudentpublicationNen_AU
dc.relation.ispartofconferencenameIACM 18th Annual Conferenceen_US
dc.relation.ispartofconferencetitleIACM 18th Annual Conferenceen_US
dc.relation.ispartofdatefrom2005-06-12en_US
dc.relation.ispartofdateto2005-06-15en_US
dc.relation.ispartoflocationSeville, Spainen_US
dc.relation.ispartofpagefrom3en_US
dc.relation.ispartofpageto26en_US
dc.relation.ispartofissue2005en_US
dc.relation.ispartofvolume5en_US
dc.rights.retentionYen_AU
dc.subject.fieldofresearchMulti-Disciplinaryen_US
dc.subject.fieldofresearchcode999999en_US
dc.titleConcurrently Linked Negotiations and Negotiation Theory: An Examination of Bilateral Trade Negotiations in Australia, Singapore and the United Statesen_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.issued2005
gro.hasfulltextNo Full Text


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

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