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Negotiations in Multilateral Platforms
The book examines issues related to conducting multilateral diplomacy, the main characteristics of multilateral platforms and multilateral negotiations, as well as strategies and tactics used in these frameworks. Negotiation roles and skills that could be useful within multilateral platforms are also discussed and the behavior of small states is especially highlighted in this context. Briefly reviewing theoretical discussions on international institutions, the author scrutinizes the settings of multilateral platforms that affect negotiations and final decision–making.
Multilateral negotiations are complex in their essence. They include multiple participants with different preferences and approaches, multiple issues and roles, complex decision– making processes and intensive circulation of information with a high degree of uncertainty concerning the possible outcomes of negotiations. The number of participants, the decision– making procedure and the setting of the agenda are of those features of multilateral platforms that have a substantial impact on negotiation tactics. The dominant strategy of any state entering into multilateral negotiations is to secure maximum gains. Consensus and compromise are therefore suboptimal outcomes. To achieve the best results, states utilize negotiation tactics such as issue selection, coalition–building, bargaining and arguing, framing and reframing of the question, issue–linkage, and procedural capacity–building. All these are discussed in this volume using real–life examples.
In multilateral negotiations, states assume certain roles that can be changed, played again or struck out from the repertoire. To present figuratively the distribution of roles in a negotiation process the author uses the metaphor of a ship and navigation. Negotiations are compared to navigation aimed at steering a ship, i.e. a draft document, from one point to the other. In this metaphorical navigation, states assume the figurative roles of a captain, a marine pilot, a sailor, a boat– rocker, a pirate, a passenger or a boatman. The volume offers also a discussion of negotiation techniques and skills of procedural and substantial nature.
Multilateral negotiations are complex in their essence. They include multiple participants with different preferences and approaches, multiple issues and roles, complex decision– making processes and intensive circulation of information with a high degree of uncertainty concerning the possible outcomes of negotiations. The number of participants, the decision– making procedure and the setting of the agenda are of those features of multilateral platforms that have a substantial impact on negotiation tactics. The dominant strategy of any state entering into multilateral negotiations is to secure maximum gains. Consensus and compromise are therefore suboptimal outcomes. To achieve the best results, states utilize negotiation tactics such as issue selection, coalition–building, bargaining and arguing, framing and reframing of the question, issue–linkage, and procedural capacity–building. All these are discussed in this volume using real–life examples.
In multilateral negotiations, states assume certain roles that can be changed, played again or struck out from the repertoire. To present figuratively the distribution of roles in a negotiation process the author uses the metaphor of a ship and navigation. Negotiations are compared to navigation aimed at steering a ship, i.e. a draft document, from one point to the other. In this metaphorical navigation, states assume the figurative roles of a captain, a marine pilot, a sailor, a boat– rocker, a pirate, a passenger or a boatman. The volume offers also a discussion of negotiation techniques and skills of procedural and substantial nature.
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First published March 9, 2020
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