Persuading the Giant? Explaining Eastern Partnership States’ (Unexpected) Negotiation Success in Relations with the European Union

Giselle Bosse*, Moritz Höpner, Alena Vieira

*Corresponding author for this work

Research output: Contribution to journalArticleAcademicpeer-review

Abstract

In bilateral relations and negotiations with the European Union (EU), smaller and economically weaker states are often unable to express their national preferences. Despite their limited bargaining power, however, some Eastern Partnership (EaP) countries obtained significant concessions from the EU. This article analyzes the factors that explain EaP states' unexpected negotiation success in the context of the Deep and Comprehensive Free Trade Agreement (DCFTA) with Ukraine, the Comprehensive and Enhanced Partnership Agreement (CEPA) with Armenia, and enhanced economic partnership with Belarus. We identify negotiation strategies that are crucial to understanding of the puzzle.
Original languageEnglish
Pages (from-to)292-324
Number of pages33
JournalInternational Negotiation
Volume27
Issue number2
Early online date28 May 2021
DOIs
Publication statusPublished - Apr 2022

Keywords

  • Armenia
  • Belarus
  • EU
  • European Union
  • GOVERNANCE
  • PERSUASION
  • POLITICS
  • RUSSIA
  • UKRAINE
  • Ukraine
  • negotiation strategies
  • small states

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