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Negotiating NAFTA: Explaining the Outcome in Culture, Textiles, Autos, and Pharmaceuticals, by Maryse Robert
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International negotiations have become an important feature of the world trading system, but very few scholars have attempted to analyse this process. Using case studies in four areas - culture, textiles and apparel, autos, and pharmaceuticals - negotiated in the North American Free Trade Agreement (NAFTA), Maryse Robert uses a theoretical framework to help explain the outcome of such negotiations in terms of structure and process that. The structure of negotiations relates to states' objectives, outcomes, resources (in industry and in government), and issue-specific power. Process involves state's behaviour as expressed by its tactics during negotiation.
Among the questions the author raises are: How are winning and losing defined in a given issue area? What are a state's resources as it enters a trade negotiation? Are all resources equally important? Is the utility of some tactics linked to certain resources? The key message of the book is that it is the right mix of resources and tactics that determines the outcome of negotiation.
Very few scholars have attempted to analyse trade negotiations. Using case studies in four areas - culture, textiles and apparel, autos and pharmaceuticals - Robert proposes a theoretical framework to help explain the outcome of a negotiation in the field of international trade. She argues that this outcome has two characteristics: structure and process. The former is constituted of the resources a state brings to the table in a given issue area; the latter refers to the state's behaviour as expressed by its tactics during negotiation. The key message of the book is that it is the right mix of resources and tactics that determines the outcome.
- Sales Rank: #6541103 in Books
- Brand: Brand: University of Toronto Press, Scholarly Publishing Division
- Published on: 2000-09-01
- Original language: English
- Number of items: 1
- Dimensions: 9.00" h x 1.00" w x 6.00" l, 1.05 pounds
- Binding: Paperback
- 288 pages
- Used Book in Good Condition
About the Author
Maryse Robert is Senior Trade Specialist, Trade Unit of the Organization of American States.
Most helpful customer reviews
0 of 0 people found the following review helpful.
Informative, but not the best treatment
By A Customer
Maryse Robert's book presents an extremely detailed account of the outcomes in four sectors, offering a lot of background information on the history of the negotiating stances. In many instances, it could even serve as a reference work to explain the differences of before and after NAFTA.
But as a negotiation analysis, it remains unsatisfying. While the book claims to be process-oriented, it actually offers little insight into how the negotiations evolved. The theoretical chapter is more of heuristic than explanatory value. I recommend Cameron and Tomlin's "Negotiating NAFTA" to anyone looking for a behind-the-scenes account that reflects recent developments in negotiation analysis.
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