Strategies Used by Developed Countries Away from the Negotiating Table

Abstract Using specific episodes in multilateral trade negotiations at GATT and WTO spanning four decades, this chapter examines some of the strategies and tactics deployed by the developed countries away from the negotiating table. These include forum shifting, suitable framing of issues, influencing negotiations through research, using policy instruments to browbeat developing countries, dangling the carrot and threatening with the stick, Quislings to influence negotiating positions of developing countries, using decoys to peep and pry and crafting a better alternative to a negotiated agreement (BATNA). While many of these strategies are relevant after negotiations have formally commenced, a few of them assume salience even prior to the start of negotiations. Some of these strategies may be extremely sensitive and controversial, as these clearly encroach on the sovereignty of nations. This chapter throws light on some of the strategies which have remained in the shadows behind a cloak of secrecy. It concludes by briefly discussing why most developing countries may not be in a position to deploy these strategies.