Negotiating Against the Odds: A Guide for Trade Negotiators by Emily Jones (auth.)

By Emily Jones (auth.)

Drawing at the stories of greater than a hundred constructing nation negotiators and the insights of major educational stories, this consultant brings jointly sensible suggestion and classes on how you can negotiate successfully with better events, and keep away from universal pitfalls.

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Preparation and Diagnosis 23 What information should a country look for? Before entering a negotiation, it is crucial to understand the motivations of the other parties, and the underlying reasons for them. Is your country the demandeur for the negotiation, and, if so, what might attract the other party to the negotiating table? Alternatively, if the other party is proposing the negotiations, what is their reason for wanting to negotiate? While direct economic gains are the most obvious rationale, the partner country might be proposing a trade negotiation in order to gain political support from your country in another forum (such as the United Nations), or it might want wish to negotiate in order to set a precedent for negotiations with others.

Detailed assessment enabled Costa Rica to successfully call the bluff of one multinational that threatened arbitration (Case Study 5). Case Study 5: Knowing the other party’s walk-away point: Costa Rica and a US Oil Company In the late 1990s, Harken Costa Rica Holdings, a subsidiary of a US oil company, obtained a concession agreement to drill for 38 Negotiating Against the Odds oil off Costa Rica’s Caribbean coast, including the environmentally sensitive Talamanca region. Drilling was contingent on the outcome of an environmental impact assessment.

For instance, during the EPA negotiations the EU withdrew Cotonou trade preferences, which meant that the status quo option was no longer available to some African, Caribbean and Pacific (ACP) states. Alternatively, the status quo option can be eliminated if large states enter into FTAs with competitors, leaving the smaller country ‘out in the cold’ (Gruber 2001). The FTA between the United States and Singapore was one of the main reasons that Thailand sought an FTA with the United States. Thailand hoped that an FTA would help to neutralise the competitive advantages that Singapore had gained (Pupphavesa et al.

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