International negotiations have become an important feature of
the world trading system, but very few scholars have attempted to
analyse this process. Using case studies in four areas - culture,
textiles and apparel, autos, and pharmaceuticals - negotiated in
the North American Free Trade Agreement (NAFTA), Maryse Robert uses
a theoretical framework to help explain the outcome of such
negotiations in terms of structure and process that. The structure
of negotiations relates to states' objectives, outcomes, resources
(in industry and in government), and issue-specific power. Process
involves state's behaviour as expressed by its tactics during
negotiation.
Among the questions the author raises are: How are winning and
losing defined in a given issue area? What are a state's resources
as it enters a trade negotiation? Are all resources equally
important? Is the utility of some tactics linked to certain
resources? The key message of the book is that it is the right mix
of resources and tactics that determines the outcome of
negotiation.
Very few scholars have attempted to analyse trade negotiations.
Using case studies in four areas - culture, textiles and apparel,
autos and pharmaceuticals - Robert proposes a theoretical framework
to help explain the outcome of a negotiation in the field of
international trade. She argues that this outcome has two
characteristics: structure and process. The former is constituted
of the resources a state brings to the table in a given issue area;
the latter refers to the state's behaviour as expressed by its
tactics during negotiation. The key message of the book is that it
is the right mix of resources and tactics that determines the
outcome.
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