How Was the Fifth European Union Enlargement Actually Negotiated? - a Comparative Analysis of Selected Traits

Smolinski, Remigiusz

doi:10.2139/ssrn.946119

Cited by 1 publication

(1 citation statement)

References 26 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…Once perfected, however, this method may become a valuable tool in research on international and cross-cultural negotiations. 20) A more detailed discussion can be found in Smolinski (2008). 21) Because the biggest part of survey respondents negotiating on behalf of the EU15 countries decided to evaluate the Polish negotiating profile (23%), it is possible that their aggregated self-evaluations were to a large extent influenced by the behavior and attitudes they demonstrated in negotiations with Poland.…”

Section: Discussionmentioning

confidence: 99%

Innovative Research

Smolinski¹

2010

Int Negot

Self Cite

View full text Add to dashboard Cite

An alternative method of capturing negotiating attitudes and behavior in international negotiation employs the concept of negotiating profiles and a way of measuring and mapping it. We apply this method in a survey of politicians and diplomats who participated in the EU enlargement negotiations. From the survey results, we selected and analyzed negotiating profiles of Malta, the 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.It is commonly believed that negotiators' cultures are expressed in the patterns of their negotiating behavior and attitudes. Therefore, to capture cross-cultural differences in negotiating behavior, researchers usually use the concept of negotiating style (Salacuse 1999: 222). To identify negotiating styles, certain aspects of behavior are selected and measured by surveying the target groups. Despite its practicality, the concept of negotiating style has many caveats. It ignores, for instance, differences in negotiators' personalities even within analyzed cultures; it disregards a variety of situational factors which sometimes significantly influence negotiating behavior; it is also heavily affected by respondents' subjectivity. * ) Remigiusz Smolinski is Assistant Professor at IESEG School of Management. He was a visiting scholar at Harvard University's Program on Negotiation and Tufts University's Fletcher School of Law and Diplomacy. In his research he focusses on the theory and practice of negotiation, particularly in international settings, as well as on the theory and applications of decision making routines in management science.

show abstract

Section: Discussionmentioning

confidence: 99%