Tommy Koh and the U.S.-Singapore Free Trade Agreement: A Multi-Front "Negotiation Campaign"
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CitationGreen, Laurence A., and James K. Sebenius. "Tommy Koh and the U.S.-Singapore Free Trade Agreement: A Multi-Front 'Negotiation Campaign'." Harvard Business School Working Paper, No. 15-053, December 2014.
AbstractComplex, multiparty negotiations are often analyzed as principals negotiating through agents, as two-level games (Putnam 1988), or in coalitional terms. The relatively new concept of a "multi-front negotiation campaign" (Sebenius 2010, Lax and Sebenius, 2012) offers an analytic approach that may enjoy descriptive and prescriptive advantages over more traditional approaches that focus on a specific negotiation as the unit of analysis. The efforts of Singapore Ambassador-At-Large Tommy Koh to negotiate the United States-Singapore Free Trade agreement serve as an extended case study of a complex, multiparty negotiation that illustrates and further elaborates the concept of a negotiation campaign.
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