Capturing Attitudes and Behavior in International Negotiations: Lessons from the European Union Enlargement Negotiations

45 Pages Posted: 30 Nov 2006

See all articles by Remigiusz Smolinski

Remigiusz Smolinski

Aarhus University - Department of Organization and Management; Handelshochschule Leipzig (HHL) - Leipzig Graduate School of Management

Date Written: November 30, 2006

Abstract

The goal of this paper is to present the key learnings from our survey conducted among the politicians and diplomats representing all parties in the accession negotiations. The main objective of this study was to identify the negotiating profiles demonstrated by the negotiation participants based on their self-evaluations as well as on the evaluations of their counterparts. From the survey results, we selected and analyzed negotiating profiles of Malta, Czech Republic, Poland, Estonia and Slovenia. The results of our analysis allow us to draw cautious conclusions concerning the most and the least favorable attitudes and behaviors in international negotiations on the highest levels.

Keywords: European Union enlargement, EU, accession negotiation, perception, culture, negotiating style, negotiating profile

JEL Classification: D79, F19

Suggested Citation

Smolinski, Remigiusz, Capturing Attitudes and Behavior in International Negotiations: Lessons from the European Union Enlargement Negotiations (November 30, 2006). Available at SSRN: https://ssrn.com/abstract=948384 or http://dx.doi.org/10.2139/ssrn.948384

Remigiusz Smolinski (Contact Author)

Aarhus University - Department of Organization and Management ( email )

Fuglesangs Alle 4
Aarhus V., DK-8210
Denmark

Handelshochschule Leipzig (HHL) - Leipzig Graduate School of Management ( email )

Leipzig Graduate School of Management
Jahnallee 59
04015 Leipzig
Germany

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