Abstract

MENDES, Pedro Emanuel. International Negotiation theory and practice: a constructivist socio-cultural vision. População e Sociedade [online]. 2020, n.34, pp.157-186.  Epub Dec 01, 2021. ISSN 0873-1861.

This article presents an overview of the main theoretical approaches that gave rise to International Negotiation studies and develops a sociological and constructivist critique of its rationalist foundations. The article has two objectives. First, to provide an introductory view of the theory of International Negotiation. Second, to demonstrate the need to complement the dominant rationalist view of homo economicus in theorizing International Negotiation with a more sociological view, emphasizing the cultural and social contexts of negotiation and its identity logic. The article argues that International Negotiation has achieved significant abstract scientific contributions, but it is necessary to socialize the models and theories of negotiation, assuming that, above all, negotiation is a social, practical, and highly contextual process.

Keywords : International Negotiation; models of negotiation; negotiation process; negotiation mediation; constructivism.

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