Bargaining Power and Negotiation Tactics: The Negotiations on the EU's Financial Perspective, 2007–13

We argue that in intergovernmental negotiations in the European Union, large Member States, countries with a good alternative to negotiated agreement and governments facing domestic constraints are more likely to resort to a hard bargaining strategy than less powerful Member States. We test this prediction with data from a survey with high‐level officials from all EU Member States for the case of the negotiations concerning the EU Financial Perspective 2007–13. The evidence provides support for our argument and casts doubt on studies that suggest either that there are no differences in bargaining strategies across EU member countries or that the main differences exist between old and new EU Member States.