ABSTRACT
Much of the literature on international negotiation tends to concentrate on the antecedents of negotiation, the process itself and the variables that explain why there was or was not a successful outcome. Little attention has been paid to the fact that a hard-won negotiating gain can be eroded or lost in a subsequent negotiation. Longitudinal studies of distinct but linked negotiations are in short supply. Perhaps this is for the same reason that there are many more books written about how to make a fortune than on the seemingly mundane task of keeping what one has won. But clearly, avoiding the loss of what one has gained is just as important as making gains.
