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International Multilateral Negotiations and Social Networks

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  • R Bruce Money

    (University of South Carolina)

Abstract

Compared to their bilateral counterparts, multilateral negotiations in an international setting present an extremely complex set of negotiation phenomena. This paper proposes a model of negotiations that examines how national culture, organization specific factors, and individual characteristics of the negotiators impact the multilateral negotiation process in a cross-national context. Specifically, social network theory and tools are utilized to examine how coalitions form and roles emerge among participants. The model also posits the effect of social network activity on negotiation outcomes. Research propositions are forwarded in hopes of setting an agenda for the research stream implied by the model. Methods for testing the model and implications for academics and managers are also discussed.© 1998 JIBS. Journal of International Business Studies (1998) 29, 695–710

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  • R Bruce Money, 1998. "International Multilateral Negotiations and Social Networks," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 29(4), pages 695-710, December.
    • Handle: RePEc:pal:jintbs:v:29:y:1998:i:4:p:695-710
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    Cited by:

    1. Yeniyurt, Sengun & Carnovale, Steven, 2017. "Global supply network embeddedness and power: An analysis of international joint venture formations," International Business Review, Elsevier, vol. 26(2), pages 203-213.
    2. Ursula F Ott & Pervez N Ghauri, 2019. "Brexit negotiations: From negotiation space to agreement zones," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 50(1), pages 137-149, February.
    3. Lazzarini, Sergio G., 2002. "The Performance Implications of Membership in Competing Firm Constellations: Evidence from the Global Airline Industry," Insper Working Papers wpe_23, Insper Working Paper, Insper Instituto de Ensino e Pesquisa.
    4. White, George O. & Hadjimarcou, John & Fainshmidt, Stav & Posthuma, Richard A., 2013. "MNE home country cultural norms and conflict strategy fit in transnational business contract disputes," International Business Review, Elsevier, vol. 22(3), pages 554-567.
    5. Ilya R. P. Cuypers & Gokhan Ertug & John Cantwell & Akbar Zaheer & Martin Kilduff, 2020. "Making connections: Social networks in international business," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 51(5), pages 714-736, July.
    6. Ilya R. P. Cuypers & Gokhan Ertug & John Cantwell & Akbar Zaheer & Martin Kilduff, 0. "Making connections: Social networks in international business," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 0, pages 1-23.

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