Negotiating Against the Odds A Guide for Trade Negotiators from Developing Countries

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  • Format: Paperback
  • Copyright: 2013-04-02
  • Publisher: Palgrave Macmillan

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Negotiators from developing countries work against the odds on a daily basis, whether they are negotiating with an industrialized country, or a larger developing country. Drawing on the experiences of more than 100 developing country negotiators and the insights of leading academic studies, this guide brings together practical advice and lessons on ways to negotiate effectively with larger parties, and avoid common pitfalls. Set out in a succinct and accessible manner, it uses case studies to illustrate the approaches and tactics that smaller parties can use, even when faced with financial and human resource shortages, and pressure tactics from larger countries. While it focuses on trade, insights are applicable to other international negotiations such as aid, financial regulation, and climate change.

Author Biography

Emily Jones is acting Deputy Director at the Global Economic Governance Programme, University of Oxford, UK. Her research focuses on the political economy of trade negotiations between industrialized and developing countries. She was formerly a trade adviser in Ghana's Ministry of Trade and Industry, and has worked at the UK Department for International Development, Oxfam International, and as a consultant for the Commonwealth Secretariat.

Table of Contents

1. Introduction
2. Preparation and Diagnosis
3. Moves Away from the Negotiating Table
4. Moves at the Negotiating Table
5. Putting the Right Foundations in Place

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