Small states face an enormous power disparity in international relations, and from a distance it might seem that in trade negotiations they have little alternative but to accept others’ decisions. But evidence suggests that even the small- and mid-sized have achieved some gains and reduced losses in bargaining with the strong. They have managed in some cases by using astute combinations of negotiation moves at the table and away from the table. Being small even has a few advantages, paradoxically. To help improve practice beyond the current World Trade Organization (WTO) stalemate and recession, negotiation researchers need to devote more attention to the experience of small- and mid-sized states. Those states need to invest more in training not only in economics and law but also in negotiation analysis and strategy.
Journal of World Trade