ABSTRACT
The global trade regime is the result of an unusually long and rich history of international negotiations. This negotiating process is based on wellestablished traditions, expectations, and rules, which offer vital insights for international cooperation across other key issue areas. Fundamental differences in the resources and leverage brought to these negotiations are most effectively studied through structural leadership. In this context, patterns of co-leadership, pyramiding, strategic sequencing, and coalition-building processes of critical importance to international bargaining are extremely well illustrated in the international trade context. Bargaining innovation, problem solving, and maneuvering toward agreements are captured with the concept of entrepreneurial leadership, which is also well developed in multilateral trade negotiations. Entrepreneurial leadership in trade is especially rich with insights about the formulation and management of focal points and reversals in bargaining outcomes.
