Abstract
Complex, 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.
Highlights
Complex, multiparty negotiations are often analyzed as principals negotiating through agents, as two-level games (Putnam 1988), or in coalitional terms
The efforts of Singapore Ambassador-At-Large Tommy Koh to negotiate the United StatesSingapore 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
The extended U.S.Singapore Free Trade Agreement (USSFTA) case study developed in this paper adds to a growing number of public and private sector negotiations analyzed as negotiation campaigns
Summary
On the afternoon of November 16, 2000 Singapore Ambassador-at-Large Tommy Koh was out for a walk, taking a break from lecturing at a Chinese university, when he received a phone call from his Trade Minister George Yeo. Singapore could hope to reap $250 million in tariff savings, $51 million per year in import tax relief, relaxed travel restrictions on Singaporean citizens entering the United States, and expanded foreign direct investment from one of its largest trading partners.84 All of it stemmed from Koh’s indefatigable drive to achieve an agreement. Within each of these fronts, and orchestrated among them, complex negotiations took place that set the stage for the ultimate target deal signing by President Bush and Prime Minister Goh. What is the special value of this case study and analytic frame? When the unit of analysis shifts from the deal to the campaign, a valuable new apparatus must be developed
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