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AbstractThis 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.

Multiparty negotiation is a developing but complex field whose literature is scattered across a broad range of disciplines and sources. This collection consolidates this knowledge by bringing together classic works and cutting-edge papers from law international politics, organization studies and public administration

Smart negotiation can save you time and money, make you more effective, and contribute substantially to your career. Jam-packed with Brian Tracy's trademark wisdom, this practical and portable book puts the power of negotiation right in your hands.

The article addresses an important gap in the literature on climate negotiations, namely, the question of breakthroughs: what exactly counts as breakthroughs in climate negotiations, how do you measure them empirically, and what practical implications do they have for the negotiation process? To address these questions, the article draws on market trading theory and develops a framework of negotiation breakthrough analysis for defining, recognizing and measuring negotiation breakthroughs. The article argues that breakthroughs in climate negotiations occur when the outcomes breach the resistance or support level of parties' expectations regarding the results of climate talks. It concludes with a discussion of the broader contributions that technical analysis can make to the theory and practice of international negotiations. Adapted from the source document.

AbstractContributions from the literature on social identity for negotiation theory are discussed in terms of three dimensions of identity. One dimension refers to a dynamic process of negotiating identities. Just as the process of negotiating over divergent interests is influenced by the parties' identities, the identities are shaped by the way that process is conducted. Another dimension refers to the durability of identities, which are shown to have implications for the negotiating flexibility of representatives and their constituents. A third dimension concerns the spread of identities in a population, which are shown to influence the credibility of negotiating commitments, the role played by domestic politics in international negotiation, and the willingness of national representatives to enter into regional or global agreements. These dimensions are used as a framework for comparative research on national identities. Building on Mezran's analysis (article in this issue) of four north African countries, an illustrative application of the framework demonstrates how the research might be implemented.

Intercultural Negotiations It is impossible to think about a world without negotiations, and in fact most of us negotiate several times a day. But does that imply that all of us are skilled negotiators? Probably not but negotiation skills can be trained and developed (e.g. Thompson, 2002). Not all negotiations are hard but negotiations in business often entail complex situations that involve people at different levels, from different companies' etc. making negotiations a complex activity (Raiffa, 2002). A further challenge is presented when the counterparts not only represent different companies but also different countries and cultures (Liu, Friedman, Barry, Gelfand, Zhang, 2012; Francis, 1991) which highlights the importance of intercultural negotiations which also is the title of the key-note. The keynote firstly address two major negotiation types namely, distributive negotiations and integrative negotiations (Raiffa, 2002) as well as explaining the BATNA concept (Fisher & Ury, 1981). Secondly, some challenges in intercultural negotiations is presented and discussed (Francis, 1991; Liu et al, 2012; Thompson, 2012) as well as being analyzed using the two main negation types presented.