Multinational Negotiation Parties: The Case of the European Community

An outline and explanation are given of some of the main characteristics in the negotiating behaviour of the European Community, and — more generally — of multinational actors at a similar level of integration. The EC is considered to be a coalition of states — more pluralistic and more complex than state actors. In this analysis focus is on the implications of pluralism. The dimension of pluralism itself is held to be relevant, first, to decision-making capacity, and, second, to the decisions produced, and — by implication — to the character and outcome of the negotiation processes. One main proposition submitted is that decision-making capacity is inversely related to pluralism of authority and structural complexity. Two main characteristics with regard to the actual decisions produced arc found and discussed: First, the decisions taken usually have to be close to the position advocated by the member that feels its vital interests at stake on a particular issue, and second, very often Community decisions are hard to modify or change. Throughout the article, the significance of the characteristics described is analysed in relation to three models of negotiation: integrative negotiations, negotiations governed by the principle of fairness, and distributive bargaining. Finally, the author explains to what extent and how the choice of procedure might affect the conclusions arrived at.