Competitively-Linked and Non-Competitively-Linked Negotiations: Bilateral Trade Policy Negotiations in Australia, Singapore and the United States

Abstract

It is unusual to find a negotiation not linked to at least one other negotiation. In some domains, such as international trade policy, we can identify negotiation networks with parties simultaneously involved in negotiations in global, multilateral, regional, and bilateral trade policy settings. A single party (i.e., a national government) will manage similar issues in all four settings and also manage these same issues with multiple parties in a single setting. International trade policy is one of many "linkage-rich" environments.This study examines the relationship between two discrete but linked treaty negotiations: the Singapore-Australia Free Trade Agreement of 2003 (SAFTA) and the United StatesSingapore Free Trade Agreement of 2003 (USSFTA). Case analysis identifies five structural factors that enhance the potential and fundamentally shape the nature of negotiation linkage dynamics. If linkage occurs then role theory can be employed to define two functional role types, a link-pin party (Singapore in this study) and linked parties (Australia and the United States). Such theory and case analysis support the development of propositions and help establish guidance for managing negotiation behavior. Key structural characteristics that appear to create linkage dynamics in this study are used to build a four-part structural framework that maps the universe of negotiation-linkage phenomena and determines the fundamental nature of four discrete linkage conditions. This framework also provides descriptive and prescriptive guidance for managing strategy and power in linked negotiations.

Negotiation complexity: a review and an integrative model

“…The important role of negotiation complexity was first identified and discussed in the literature of multilateral negotiations (Crump and Zartman, 2003;Winham, 1977;Zartman, 1994Zartman, , 2003. Scholars have developed a number of analytical frameworks to help negotiation analysts and practitioners to examine complex situations such as those in multilateral trade negotiations (Crump, 2006;Sjöstedt, 1994). For instance, Zartman (1994) analyzed the complexities of international multilateral negotiations and proposed that the complexities are introduced by the multiparty, multi-issue, multi-role, rule-making and coalition features of multilateral bargaining processes.…”

Analyzing Complex Negotiations

“…Negotiation linkages within the same issue area (such as international trade) can be competitive or noncompetitive (Crump ), and can occur consecutively (Crump ) or concurrently (Crump ). Other forms of linkage occur when two or more venues host negotiations in the same issue area, such as international, regional, or bilateral venues (Crump ).…”

“…Relations between Australian Ambassador Michael Thawley and USTR Robert Zoellick, and between Australian Chief Negotiator Stephen Deady and U.S. Chief Negotiator Ralph Ives, are equally important in gaining an understanding of a complex negotiation (Crump ). Every complex negotiation has key leaders on each side, and these key leaders form relationships that facilitate or inhibit cooperation and conflict.…”

Procedures matter: Justice and effectiveness in international trade negotiations

“…Eight of these cases come from the Georgetown Institute for Diplomacy's Pew Case Studies. 2 Excellent coverage is also provided for the other cases: relevant chapters in the Devereux et al ( 2006) volume on the Intellectual Property Rights/China-US and US-EU Mutual Recognition Agreements (MRAs) cases; and the Crump (2006) article on the free trade talks involving Singapore and Australia, and the Cameron and Tomlin ( 2000) book on the North American Free Trade Agreement (NAFTA), provide detailed treatments of those cases.…”