Learning the negotiation dance between regionally integrated states: theoretical propositions inspired by the European Union

Abstract

Much can be learned from the interstate negotiations in the European Union as the most elaborated system of regional integration. When negotiating to adopt a decision jointly, EU member states usually manage to dance together in harmony, sometimes less so. But some dance better; they get more attention, satisfaction, and control over the others. The article investigates what factors may explain their better performance in interstate negotiations. It builds on these findings to offer six propositions on the success factors in negotiations taking place between states integrated economically and/or politically, beyond simply the EU. The article wonders also what happens when the states are forced to dance faster, and tensions between the states jeopardize the harmony between partners. It submits six more propositions to cope effectively with the effects of crises on customary negotiations. All findings and propositions rely on theory as well as research on negotiation and crisis bargaining. The twelve propositions submitted in total for ordinary and crisis negotiations include notably the strategy building of a chess master; the relational influence of a diplomat on a drunken counterpart; as well as the pushing and pulling technique of a martial art master.

Keywords

• European Union. Crisis. Bargaining. Regional integration. Negotiation theory.