Leader' and `Entrepreneur' in International Negotiations: A Conceptual Analysis

Governments, organizations and individuals who do something out of the ordinary to influence the course and outcome of international negotiations, are sometimes called leaders or entrepreneurs. This article discusses the meanings of the two concepts. The first part defines `entrepreneur' and `leader' in general terms, by reference to how the concepts traditionally have been used. The second part asks how leadership can be exercised in negotiations among states. It places this type of activity alongside other, more ordinary policies in a typology of negotiation behaviour. Finally, the article takes a critical look at important contributions to the growing literature on international leadership, arguing that they fail to draw a clear line between the activity of a leader and that of an agent who engages in ordinary bargaining.