Managing Negotiation Linkage Dynamics

Abstract

Negotiation linkage (the way that one discrete negotiation influences the process or outcome of another discrete negotiation) presents challenges that are complex and real, although its management receives limited attention in the negotiation literature. This study examines four linked bilateral trade treaty negotiations conducted by Australia, Chile, the European Union, Singapore and the United States to develop understanding about negotiation linkage dynamics and its management. This study introduces the concept of "degree of linkage dynamics" (robust, moderate and modest) based on structural and contextual factors. This study also describes five specific techniques that parties can employ to produce tangible gains in linked negotiations. Data analysis develops a role-based typology that identifies strategic opportunities and challenges for each role, and establishes seven testable propositions.