Negotiation Process and Negotiation Context

Bibliographic Data

ID12618337
AuthorsLarry Crump (0000-0002-4406-0238, 1Department of International Business, Griffith University Brisbane, Qld 4111 Australia, Email: [email protected], corresponding author)
Year2011
Volume16
Issue2
Pages197-227
Publication date2011-01-01
Open AccessNo
TypeARTICLE
VenueInternational Negotiation (JOURNAL)
Journal identifiersISSN: 1382-340X • E-ISSN: 1571-8069
PublisherBrill (PUBLISHER • NL)
DOI10.1163/138234011x573011
OpenAlexW2015834483
LanguageEN
Citations received11

This article examines how external events grounded in a negotiation’s relevant environment (i.e., negotiation context) influence negotiation process and outcome. Multilateral, regional and bilateral environments are examined through linkage theory to gain understanding about the impact of external events or context on negotiation process and outcome. Linkages between a negotiation and its context are examined through five trade negotiations: the WTO Doha round (multilateral-global); the Free Trade Area of the Americas (multilateral-regional); EU‐Mercosur (bilateral-regional); EU‐Chile (bilateral); and US‐Chile (bilateral). In addition to developing greater understanding about the strategic relationship between a negotiation and its context this article establishes a theoretic framework that defines the known universe of linkage dynamics. The impact of multilateral environments on the regional negotiation process and outcome is of particular interest, as is the strategic use of bilateral environments in seeking to achieve multilateral geopolitical ends

Business · Context (archaeology · Economics · Geography · International relations · International trade · Linkage (software · Microeconomics · Negotiation · Negotiation theory · Outcome (game theory · Political science · Politics · Global trade and economics · Global trade, sustainability, and social impact · Law

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