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Bargaining Power and Negotiation Tactics: The Negotiations on the EU's Financial Perspective, 2007–13

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  • ANDREAS DÜR
  • GEMMA MATEO

Abstract

We argue that in intergovernmental negotiations in the European Union, large Member States, countries with a good alternative to negotiated agreement and governments facing domestic constraints are more likely to resort to a hard bargaining strategy than less powerful Member States. We test this prediction with data from a survey with high‐level officials from all EU Member States for the case of the negotiations concerning the EU Financial Perspective 2007–13. The evidence provides support for our argument and casts doubt on studies that suggest either that there are no differences in bargaining strategies across EU member countries or that the main differences exist between old and new EU Member States.

Suggested Citation

  • Andreas Dür & Gemma Mateo, 2010. "Bargaining Power and Negotiation Tactics: The Negotiations on the EU's Financial Perspective, 2007–13," Journal of Common Market Studies, Wiley Blackwell, vol. 48(3), pages 557-578, June.
    • Handle: RePEc:bla:jcmkts:v:48:y:2010:i:3:p:557-578
    DOI: 10.1111/j.1468-5965.2010.02064.x
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    1. Gregory E. Kersten, 2001. "Modeling Distributive and Integrative Negotiations. Review and Revised Characterization," Group Decision and Negotiation, Springer, vol. 10(6), pages 493-514, November.
    2. Henrik Enderlein & Johannes Lindner & Oscar Calvo-Gonzales & Raymond Ritter, 2006. "The EU Budget: How much Scope for Institutional Reform?," Contributions to Economic Analysis, in: Designing the New European Union, pages 129-159, Emerald Group Publishing Limited.
    3. Jeffrey Lewis, 1998. "Is the ‘Hard Bargaining’ Image of the Council Misleading? The Committee of Permanent Representatives and the Local Elections Directive," Journal of Common Market Studies, Wiley Blackwell, vol. 36(4), pages 479-504, December.
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    1. Marianna Lovato, 2022. "Getting your House in Order for EU Negotiations: When Domestic Constraints Condition Italy's Performance at the EU Level," Journal of Common Market Studies, Wiley Blackwell, vol. 60(4), pages 963-982, July.

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