Small States of Europe in International Negotiations (Case of Benelux Countries)

With a multicentric world forming and stratification of resource potential taking place, as well as with more small states in Europe and the world and emerging big multinationals here, small states receive more and more researchers’ attention: there appear papers analyzing activities of small states in Europe in the international arena in general and in international negotiations in particular. This article answers the following research question: What strategies and tactics allow small European states to strengthen their positions in negotiations (based on the case of the Benelux countries)? The strategies used by small countries in negotiations to compensate for limited resources is of scientific and practical interest as it can be applied by other states, namely Russia. Theoretically, the study is based on constructivist methodology as negotiation tactics effectively (re)formulate the issue, changing it through the use of a different context and/or lexical units, as well as on structural invariants of activity in negotiations. Discourse analysis and case study are used as research methods. The analysis identified the limitations that small European states, in particular the Benelux countries, face at each stage of international negotiations. The authors conclude that the types of behavior small European states demonstrate in international negotiations can be divided into those (1) aimed at increasing the “weight” of the state (e.g., interaction within international institutions, with NGOs and lobbies, organizing side events, etc.) and (2) focused on influencing the course of negotiations: tactics within the bargaining strategy (coalition-building, bargaining, etc.) and tactics based on persuasion ((re)framing, appealing to one’s own “example”, etc.). For small European countries, namely the Benelux countries, persuasion tactics are most typical, although other tactics are also used.