| Summary: | This study explores the kinds of bargaining strategies which have been used and can be used by the less developed countries, designated as "the South", in trade negotiations with the developed countries, designated as "the North". It takes as its point of departure the North-South axis of conflict in international relations, namely, the conflict between the rich, advanced and industrial nations and the poor, newly emergent and developing nations. It focuses specifically on Southern bargaining in one sub-area of North-South trade - international tin accords.
The study is presented in three chapters. The first chapter presents an overview of North-South trade relationships and issues. The second chapter begins a case study of North-South confrontation in tin agreements. The final chapter concludes with a check-list of bargaining strategies which have been employed or may be employed by Southern producing countries in tin negotiations.
The major finding of the study is that Southern bargaining in tin accords has relied most heavily on strategies of normative appeal based on the UNCTAD 'ethos'. In particular, bargaining strategies which appeal to Northern altruism and democratic norms are especially popular. The second most used group of strategies are those which appeal to self-interest.
In general, it was found that Southern bargaining has not been very effective. It is therefore recommended that Southern countries should (1) employ more intensively strategies of normative appeal other than those based on the UNCTAD ethic; (2) employ more intensively strategies which appeal to self-interests of Northern countries; and (3) employ strategies which demonstrate commitment to bargaining positions, and if need be, to demonstrate such commitment by the use of threats === Arts, Faculty of === Political Science, Department of === Graduate
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