1997
DOI: 10.1177/1354066197003004002 View full text |Buy / Rent full text
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Abstract: This article explores the communication networks of negotiators in the working groups of the Council of Ministers of the European Union. We employ data collected by interviewing diplomats and civil servants involved in these working groups. These data enable us to explore the role of discretion in a more systematic fashion. We show that negotiation behaviour at the micro-level can be affected by influence esteem, professional esteem, ideological esteem and organization self-esteem. Our approach offers an insig… Show more

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