Concluding Thoughts on Negotiating Strategies

Abstract The concluding chapter discusses some implications for practice and theory of the negotiating episodes discussed in the book. First, it makes the basic point that choosing the appropriate strategy matters in multilateral trade negotiations at the GATT and the WTO. The effectiveness of strategies is likely to be context-specific; the same strategy used in different stages of a negotiation might not yield similar outcomes. Second, relying on strategies suggested by ancient scholars in the context of wars between kingdoms, it provides an overview of the key points a strategic trade negotiator should keep in mind. Third, it briefly discusses a comprehensive theory explaining the effectiveness of coalitions—a strategy used by developing countries to counter power asymmetry at the negotiating table. Based on the experience of three coalitions of developing countries at the WTO, it proposes ways to bridge a crucial gap in the theory. Fourth, it discusses the sparse academic literature on forum shifting—a strategy being used by the developed countries to overcome the opposition of many developing countries to initiating negotiations at the WTO on issues such as labour, environment, digital trade, etc. It examines some of the emerging trends in forum shifting which need to be taken into account for developing a comprehensive theory on this issue in the future. The chapter concludes by suggesting a list of questions that a trade negotiator must seek answers to throughout the course of multilateral trade negotiations, in order to secure her negotiating objectives.