ABSTRACT
This chapter explores the quantifiable hypotheses on how and under which conditions shaping activities, such as such as arguing, framing, problem-solving, bargaining, impartial mediation, networking with big and small states, lobbying the European Union (EU) actors, as well as initiating and joining coalitions, translate into negotiation success. It demonstrates that the frequent use of persuasion-based strategies strongly increases the chances of small member states to successfully influence negotiation outcomes, while bargaining-based and some of the lobbying strategies are less important. Activity leaders are significantly more often able to influence the content of a policy in line with their positions than the group of least active states. Additive effects are present if the frequency of usage of a particular shaping strategy as well as the amount of strategy-specific resources positively influences the negotiation success. The chapter shows that small states are increasingly able to influence policies in line with their positions, the more actively they participate in EU negotiations.
