Faculty of Arts & Social Sciences
Program in Conflict Analysis and Resolution
presents a seminar on
Concurrently Linked Negotiations
and Negotiation Theory:
An Examination of Bilateral Trade Negotiations
in Australia, Singapore and the United States
by
Larry Crump, Ph.D.
Department of International Business and Asian Studies
Griffith University, Australia
Tuesday. May 10th, 2005
11:30 - 13:00
FASS 2034 All interested are invited.
ABSTRACT
Although 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.
