Capturing Attitudes and Behavior in International Negotiations: Lessons from the European Union Enlargement Negotiations
45 Pages Posted: 30 Nov 2006
Date Written: November 30, 2006
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: Suggested Citation