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

184 Pages·2013·0.84 MB·English

by  Emily Jones (auth.)

Negotiating Against the Odds
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Negotiating Against
the Odds
A Guide for Trade Negotiators from
Developing Countries
Emily Jones
DeputyDirector,GlobalEconomicGovernanceProgramme,
UniversityofOxford,UK
©CommonwealthSecretariat2013
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Firstpublished2013by
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10 9 8 7 6 5 4 3 2 1
22 21 20 19 18 17 16 15 14 13
Contents
ListofCaseStudies vii
Acknowledgements ix
ListofAcronyms x
1 Introduction 1
Aimofthisguide 2
Cannegotiatingreallymakeadifference? 2
Sourcesandstructure 3
2 PreparationandDiagnosis 6
Typesofnegotiation 7
Successinanegotiation 10
Create(andretain)thebestpossiblenegotiatingteam 12
Knowyourinterests 18
Knowtheinterestsofyournegotiatingpartnersand
relevantthirdparties 21
Establishyourbestpossiblealternativebutdonotrevealit 27
Identifyothersourcesofpotentialleverage 32
Establishtheotherparty’salternativesand
sourcesofleverage 34
Securehigh-levelpoliticalbuy-in 38
Developsoundnegotiatingproposals 39
Summary 41
3 MovesAwayfromtheNegotiatingTable 43
Selectthemostfavourableforum 43
Influencethechoiceofvenue,rulesandprocedures 48
Time,structureandsequencenegotiationscarefully 53
Shapetheagenda 55
Harnessthepowerofcoalitionsandnetworks 58
Forgeallianceswiththeprivatesectorandcivilsociety 63
Usehigh-levelpoliticallobbyingtoexpand
negotiatingspace 68
Usethemedia 71
Activelymanagedomesticpolitics 74
Summary 77
v
vi Contents
4 MovesattheNegotiatingTable 79
Movestocreatevalue 79
Movestoclaimvalue 84
Overcomethe‘negotiator’sdilemma’ 86
Continuallyanticipateandadapt 90
(Re)framethenegotiationsinyourfavour 93
Makesoundtechnicalandlegalarguments 96
Usepersonalbehavioursandattributes 100
Negotiatingacrosscultures 103
Pressuretactics 105
Anticipatethefuture 110
Stayvigilant 113
Summary 115
5 PuttingtheRightFoundationsinPlace 117
Makethelinksbetweentradenegotiationsand
development 117
Improvecross-governmentcoordinationand
accountability 121
Recruitandretainhigh-calibretradeofficials 127
Strengthentheevidencebase 132
Strengtheningregionalcollaboration 137
Manageandimproveinputfromstakeholders 143
Usetechnicalassistancetoyouradvantage 148
Summary 153
6 Conclusion 154
Lesson1:Investinpreparation 154
Lesson2:Usemovesawayfromthetable 155
Lesson3:Cultivatepoliticalskills 156
Lesson4:Mindsetmatters 157
Furtherreading 157
Notes 159
References 161
Index 167
Case Studies
1 Expertiseandaccountabilitytensions:involvingthe
privatesectorinnegotiations 16
2 CostaRica’sextensivepreparationsforfinancialservices
negotiationswiththeUnitedStates 25
3 Knowingwhentosay‘no’:servicesnegotiationsbetween
PacificIslandStatesandtheEU 30
4 Thelargeplayerunderestimatestheresolveofthesmall:
CostaRicawinstradedisputewiththeUnitedStates 34
5 Knowingtheotherparty’swalk-awaypoint:CostaRica
andaUSOilCompany 37
6 Forum-shiftingunderminesdevelopingcountry
opposition:theenforcementofintellectualpropertyrights 44
7 Theadvantagesofmultilateralism:PeruandVietnam
seekingchangesintradepolicies 47
8 Negotiateorlitigate?TacklingUScottonsubsidises
throughtheWTO 51
9 Structuringnegotiationsformaximumadvantage:Libya’s
oilauctions 54
10 Sustainingacoalition:lessonsfromtheAfricaGroupin
WTOnegotiations 62
11 Usingcoalitions,alliancesandthemedia:Caribbeanstates
andthe‘bananawars’ 64
12 Usingalliancestobolsternegotiatingcapacity:Antigua
andBarbudaandThailand 66
13 Callingontheexecutive:Mauritius,BurkinaFasoand
Guyana 69
14 Mountingamediacampaign:theexperienceofCaribbean
sugar-exportingcountries 72
15 Captivatingthemedia:theMaldivesandclimatechange
negotiations 74
16 Influencingpublicperceptions:thepoliticsofthe
DR-CAFTAreferenduminCostaRica 76
17 Creatingvalue:contingentcontractsinlawofthesea
negotiations 82
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viii ListofCaseStudies
18 Thechallengesofclaimingvalue:developingcountry
coalitionsattheWTO 89
19 Theimpactofeconomicandpoliticalshifts:Mexico’s
FTAnegotiationswiththeUnitedStates 92
20 Thepowerofframing:theAfricancottoninitiative
attheWTO 95
21 Challengesoflegaldraftingandenforcement:TRIPS
provisionsontechnologytransfer 99
22 Theharshrealityofnegotiations:personalreflections 109
23 Managingintegrationwiththeglobaleconomy:lessons
fromMauritius 120
24 Thecostsofpoorlycoordinatedinstitutions:the
Pakistan–UStextiledispute 121
25 Theimportanceofretainingskillednegotiators:
MauritiusandGhana 131
26 Thecostsofnotstayingabreastoftradeissues:
Bangladesh’sseafoodsector 133
27 Regionalorganisationsintradenegotiations:lessons
fromtheCaribbeanEPAnegotiations 142
28 Thechallengesofpursuinga‘national’interest:
Bangladeshandthetextilesindustry 146
29 Negotiatingwithdonors:lessonsfromBotswana 152
Acknowledgements
It has been a real privilege to author this guide, and while my name is
onthecover,itisreallytheproductofawholeteamofpeople,includ-
ing more than one hundred experienced trade negotiators, diplomats,
politicians, policy experts and academics who generously shared their
insightsandexperiencesalongtheway.
The guide is the result of a long-standing collaboration between
the Global Economic Governance Programme at the University of
OxfordandtheCommonwealthSecretariat.IwouldliketothankEdwin
Laurent, who first conceived of this guide; Edwin Laurent and Ngaire
Woods for overseeing and guiding the project at every step and mak-
ing numerous thoughtful contributions; Tyler Mattiace and Tasneem
Clarkeforexcellentresearchassistance;TaylorStJohnforhelpfulcom-
ments and editing; James Lees for assisting with the index and Reija
Fanous, Shaneez Hassan and Esther Amon for invaluable administra-
tive assistance. On the publishing side, I am grateful for the support
ofSherryDixonattheCommonwealthSecretariat,andChristinaBrian
and Amanda McGrath at Palgrave Macmillan. In addition, I would
liketothanktheCommonwealthSecretariatforfinancingtheresearch
process.
I am particularly indebted to the following people for having
contributed substantively to the early drafts of this work, through
workshops, interviews and written comments: Ahmed Aslam, Assad
Bhuglah, Carolyn Deere Birkbeck, Elizabeth Tuerk, John Odell,
Kathy-Ann Brown, Keith Nurse, Lingston Cumberbatch, Marwa
Kisiri, Michanne Haynes Prempeh, Mohammed Irfan, Mohammad
Razzaque, Morgan Githinji, Nimrod Waniala, Ousseni Illy, Roman
Grynberg, Ronald Sanders, Samual Passow, Sheila Page, Teddy
Soobramanien,VaughanLewis,VenianaQaloandVictorKitange.While
Ihavedonemyutmosttoensurethattheirthoughtsandexperiencesare
accuratelyreflected,anyerrorsoromissionsremainverymuchmyown.
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