Analyzing linked systems of negotiations |
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Authors: | Michael Watkins Samuel Passow |
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Affiliation: | (1) the John F. Kennedy School of Government, Harvard University, 79 John F. Kennedy Street, 02138 Cambridge, Mass.;(2) the Center for Business and Government at the John F. Kennedy School of Government, Harvard University, USA |
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Abstract: | This article presents a conceptual framework for analyzing the structure and dynamics of what the authors call linked systems of negotiations. Even such seemingly straightforward transactions as the purchase of a family car tend to involve linked negotiations. The framework highlights the importance of internegotiation processes in shaping Zones of Possible Agreement, and proposes a typology of linkage. By mapping out and reengineering linked systems, negotiators can enhance their ability to shape the structure within which their negotiations take place. |
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