Dur, Andreas, and Gonzalez, Gemma Mateo. (2007) "Hard and Soft Bargaining in the EU: Negotiating the Financial Perspective, 2007-2013". In: UNSPECIFIED, Montreal, Canada. (Unpublished)
Abstract
Under which circumstances do governments in intergovernmental negotiations in the EU resort to hard bargaining and when do they opt for soft tactics instead? We present a series of hypotheses that try to respond to this question. These hypotheses suggest variation in the choice of negotiation tactics across countries. A very preliminary analysis of the negotiations concerning the EU’s multi-annual financial framework for the period 2007-2013, which lasted from 2003 until 2006, allows us to examine the plausibility of these hypotheses. Future research along the lines set out in this paper is likely to contribute to the literature on international negotiations, which so far has given little attention to the determinants of negotiation strategies. The research also has the potential to shed new light on the internal workings of the European Council, an increasingly important negotiating forum in the EU.
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