International Multilateral Negotiations and Social Networks

Keywords

multilateral negotiations, social networks, national culture

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.

Original Publication Citation

Money, R. Bruce (1998), “International Multilateral Negotiations and Social Networks,” Journal of International Business Studies, 29 (4), 695-710.

Document Type

Peer-Reviewed Article

Publication Date

1998

Publisher

Journal of International Business Studies

Language

English

College

Marriott School of Business

Department

Marketing

University Standing at Time of Publication

Full Professor

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