A Temporal Model of Negotiation Linkage Dynamics

Crump, Larry

doi:10.1111/j.1571-9979.2007.00133.x

Cited by 52 publications

(45 citation statements)

References 32 publications

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“…Because their effective use can help parties achieve their goals, the lack of attention paid to precedents as a strategic tool within the negotiation literature is remarkable (Crump ). Some relevant theory exists, but it is clearly underdeveloped, given the significance of the topic (Crump ).…”

Section: Brief Case Study: Chilean Trade Negotiationsmentioning

confidence: 99%

“…Precedents — and their absence — have important impacts on negotiation strategy. Their absence can promote greater collaboration and integration, while their presence can be associated with more positional or distributive bargaining (Crump ). Precedents may simply evolve, but negotiators may also deliberately create them — in either case, negotiators can use them strategically to influence the outcome.…”

Section: Precedents In the Negotiation Literature: Establishing Precementioning

confidence: 99%

“…Later, the United States sought but failed to dismantle the Australian Pharmaceutical Benefits Scheme in its negotiations with Australia. The U.S. pharmaceutical industry did not really care about Australia's small market: the goal was to establish a precedent that might be used in future negotiations with partners that had larger markets (Crump ).…”

Section: Precedents In the Negotiation Literature: Establishing Precementioning

confidence: 99%

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Toward a Theory of Negotiation Precedent

Crump¹

2016

Negotiation Journal

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It is remarkable that precedents and their use have not been well explored within the negotiation literature. In this article, I examine the sparse knowledge of precedents and offer a preliminary framework for understanding the role of precedents in negotiation, including how negotiators establish and apply them. Precedents can either evolve randomly or be created with strategic intent. Understanding precedents generally involves examining how negotiators build, adopt, avoid, and reject them. In this review of the existing literature, I identify twelve concepts and paradigms that are particularly relevant to our understanding of negotiation precedents. I also establish a research agenda and identify three methods for further developing our knowledge of precedents: applying path dependence theory from the field of international relations to a negotiation context; conducting experimental research in a laboratory setting involving subjects engaged in negotiation exercises that contain opportunities to apply precedents; and conducting field research with a focus on case methodology grounded in negotiation linkage theory and theories of negotiation dynamics. Finally, in this article, I formulate a two‐part framework on building and applying precedents, and offer managerial guidance for the negotiation practitioner. Precedents serve as a strategic technique and provide a source of power at that point in a negotiation when decisions are made.

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Section: Brief Case Study: Chilean Trade Negotiationsmentioning

confidence: 99%

Section: Precedents In the Negotiation Literature: Establishing Precementioning

confidence: 99%

Section: Precedents In the Negotiation Literature: Establishing Precementioning

confidence: 99%

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Toward a Theory of Negotiation Precedent

Crump¹

2016

Negotiation Journal

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“…Many negotiations are complex—multiparty, multi‐issue, and occurring over an extended time frame. These broader dimensions provide other opportunities for bringing about (or exploiting) a solution such as the linkage of issues (Crump, ) and the use of back‐channel negotiations (Putnam & Carcasson, ; Wanis‐St John, ). Their presence in a negotiation is indicative of a broader strategic dimension with the result that leadership, including the ability to place the potential agreement in its broader perspective, is a factor in the negotiation's success (Sebenius, ; Weiss, , ).…”

Section: Introductionmentioning

confidence: 99%

Negotiation Success—An Application of the Halpert et al. Path Model

Fells

2013

Negotiation Conflict Man Res

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Negotiations by two mining companies to conclude a Deed of Cooperation are examined using Halpert et al.'s (2010) Path Model of Negotiation Success. The goal–cooperation path identified in the model is found to be a key dynamic in the case study. However, other factors, such as a strategic leadership role and the task of document drafting, also had an impact on the process. The parties' measure of success related more to the substantive than to the relational aspects of the outcome. The article shows how experimental and case study research can complement each other to enrich researchers' understanding of the negotiation process.

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“…This analysis recognizes that parties have a future (see Crump 2007), and so may have an opportunity to negotiate with either party on other issues some day in the future.…”

Section: Power Principle (Shared Perceptions Of Power)mentioning

confidence: 99%

Planning and Managing the Negotiation Exercise

Crump

2015

SSRN Journal

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Abstract. This article begins by introducing the negotiation exercise and the critical role of the exercise debriefing in achieving learning outcomes. This is followed by an overview and detailed teaching plan for a negotiation exercise: The Second South American Conference on the Environment. This specific negotiation exercise is used to illustrate the important relationship between learning process and outcome and the critical link that the debriefing plays in achieving such outcomes. Learning objectives for the exercise include (1) comparing bilateral and multilateral negotiations, (2) examining sources of power, and (3) identifying social norms that contribute to negotiation outcomes. A number of learning points from the third objective can be highlighted during the debriefing including the important role that social norms play in shaping negotiation outcomes (the equity principle, equality principle, margin principle, power principle, and need principle). Learning objectives discussed in this article have been successfully achieved in many academic, commercial and governmental settings although these objectives represent but one approach. The professional teacher/trainer may use these objectives as an example in developing their own learning and teaching approach. The article concludes by presenting the views of Australian university students on the learning gained by engaging in the Second South American Conference on the Environment.

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A Temporal Model of Negotiation Linkage Dynamics

Cited by 52 publications

References 32 publications

Toward a Theory of Negotiation Precedent

Toward a Theory of Negotiation Precedent

Negotiation Success—An Application of the Halpert et al. Path Model

Planning and Managing the Negotiation Exercise

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