Abstract
How do you succeed in a negotiation with a far larger party? Negotiators from many developing countries face this challenge on a regular basis. Asymmetries are most obvious when small developing countries negotiate with large industrialised countries or blocs such as the United States or European Union or with large developing countries such as China or Brazil. However, they are often present when they negotiate with larger neighbouring countries, or with multinational companies.
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© 2013 Commonwealth Secretariat
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Jones, E. (2013). Introduction. In: Negotiating Against the Odds. Palgrave Macmillan, London. https://doi.org/10.1057/9781137320247_1
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DOI: https://doi.org/10.1057/9781137320247_1
Publisher Name: Palgrave Macmillan, London
Print ISBN: 978-1-137-32023-0
Online ISBN: 978-1-137-32024-7
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