International Multilateral Negotiations and Social Networks

R Bruce Money
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R Bruce Money: University of South Carolina

Journal of International Business Studies, 1998, vol. 29, issue 4, 695-710

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

Date: 1998
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