Better planning key to successful negotiations

Small states can improve their prospects in international trade negotiations and in securing deals that bring benefits to their citizens through better planning, preparation and learning lessons from their more successful counterparts, a distinguished scholar has said.

Professor Ngaire Woods of Oxford University said this to a mixed group of high commissioners and academics at the Commonwealth Secretariat’s headquarters in London on 23 March 2009, while presenting the findings of a study undertaken jointly with the Secretariat that sought to identify the constraints on the ability of small states to secure pro-development outcomes through international negotiations.

Professor Woods explained that the study, ‘Manoeuvring at the Margins: Constraints faced by Small States in International Trade Negotiations’, found that small states face serious challenges building effective negotiating teams, and that even where these teams are put in place, they get "snatched away" by other agencies, like intergovernmental organisations and the private sector.

The extensive research was undertaken by a large multi-disciplinary team put together by the Global Economic Governance Programme at Oxford University under the direction of Professor Woods, who is also Dean of Graduates at University College and Professor of International Political Economy.

Commonwealth Deputy Secretary-General Ransford Smith noted that while powerful players in trade negotiations have the ability to "vigorously and successfully pursue the outcomes" through tough negotiation, diplomacy and other means, this is not the situation of the small states, which comprise the majority of Commonwealth members.

"Small states with relatively little economic and trading power must rely on persuasion, lobbying and bargaining to secure concessions that they seek," Mr Smith said.

Edwin Laurent, Head of the international trade section at the Secretariat, pointed out that the work built on past research and analysis already conducted by the Commonwealth Secretariat and others.

"The methodology used included a critical review of the relevant literature, empirical research conducted via sample surveys and interviews with experts, negotiators and other persons having extensive relevant experience, knowledge and understanding in the area, and the conduct case-studies on small states' performance in international negotiations," Mr Laurent said.

"It is expected that the study's findings will make a vital contribution to the understanding of negotiations among unequal partners. Also, this work can help inform small states in their consideration and selection of effective strategy, tactics and general approaches to advancing their trade interests through negotiations. It will also inform and, therefore, enhance the effectiveness and utility of the assistance to small countries in trade negotiations provided by the Commonwealth Secretariat and other agencies."

The study is scheduled to be published later this year as part of the Secretariat's Economic Paper Series.

Key Links:

• Small States
• Economics and Trade