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dc.contributor.authorCrump, Larryen_US
dc.date.accessioned2017-05-03T12:48:41Z
dc.date.available2017-05-03T12:48:41Z
dc.date.issued2010en_US
dc.date.modified2010-06-18T03:55:18Z
dc.identifier.issn17504708en_US
dc.identifier.doi10.1111/j.1750-4716.2009.00046.xen_AU
dc.identifier.urihttp://hdl.handle.net/10072/30845
dc.description.abstractNegotiation linkage (the way in which one negotiation influences the process or outcome of another) presents challenges that are complex and real. Based on field research, this qualitative study examines four linked-bilateral trade treaty negotiations conducted by Australia, Chile, the European Union, Singapore, and the United States to establish theoretical understanding about the strategic management of negotiation linkage dynamics. Several outcomes are achieved through case analysis. This study (a) introduces ''degree of linkage dynamics'' (robust, moderate, or modest) as a concept and concludes that it is determined by structural and contextual factors, (b) develops a framework of linked party action, (c) establishes guidance for managing opportunistic behavior in linked negotiations, (d) builds a six-part typology of strategic techniques that can produce tangible gains in linked negotiations, and (e) examines research opportunities to further extend negotiation linkage theory. Research methodology developed in this study serves as a model for investigating negotiation linkage dynamics.en_US
dc.description.peerreviewedYesen_US
dc.description.publicationstatusYesen_AU
dc.languageEnglishen_US
dc.language.isoen_AU
dc.publisherWiley-Blackwell Publishing Ltd.en_US
dc.publisher.placeUnited Kingdomen_US
dc.relation.ispartofstudentpublicationNen_AU
dc.relation.ispartofpagefrom3en_US
dc.relation.ispartofpageto27en_US
dc.relation.ispartofissue1en_US
dc.relation.ispartofjournalNegotiation and Conflict Management Researchen_US
dc.relation.ispartofvolume3en_US
dc.rights.retentionYen_AU
dc.subject.fieldofresearchOrganisation and Management Theoryen_US
dc.subject.fieldofresearchPolicy and Administration not elsewhere classifieden_US
dc.subject.fieldofresearchcode150310en_US
dc.subject.fieldofresearchcode160599en_US
dc.titleStrategically managing 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.issued2010
gro.hasfulltextNo Full Text


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