Negotiating in the European Union: Comparing Perceptions of Eu Negotiators in Small Member States

Negotiation is one of the major tasks of the 15 member states comprising the European Union (EU). However, not much is known about the behavior and perceptions of those negotiating on behalf of these member states. On the basis of the responses to a survey of EU diplomats and civil servants of the Netherlands, Belgium, Denmark, Ireland, and Portugal, an attempt has been made to develop a profile of "the" European Union Negotiator. The EU negotiator is less outspoken and more likely to compromise than an "ideal" profile of the diplomatic negotiator. While negotiators from these member states share important behavioral and attitudinal proclivities, they also differ in many significant ways. This healthy diversity of negotiating approaches is likely to be nurtured by the cooperative and synergistic atmosphere within the European Union.