Abstract
Este artigo apresenta uma visão panorâmica das principais abordagens teóricas que deram origem ao campo de estudos da Negociação Internacional e desenvolve uma crítica sociológica e construtivista aos seus fundamentos racionalistas. O artigo tem dois objetivos. Primeiro, fornecer uma visão introdutória à teoria da Nego- ciação Internacional. Segundo, demonstrar a necessidade de complementar a visão racionalista dominante do homo economicus na teorização da Negociação Internacional com uma visão mais sociológica, sublinhando os contextos culturais e sociais da negociação e a sua lógica identitária. O artigo argumenta que a Negociação Internacional atin- giu importantes contributos científicos abstratos, mas é necessário socializar os modelos e as teorias da negociação, assumindo que, acima de tudo, a negociação é um processo social, prático e altamente contextual.
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.
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.
Translated title of the contribution | International Negotiation theory and practice: a constructivist socio-cultural vision |
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Original language | Portuguese |
Pages (from-to) | 157-186 |
Number of pages | 29 |
Journal | População e Sociedade |
Volume | 34 |
Publication status | Published - Dec 2020 |
Keywords
- Negociação Internacional
- modelos da negociação
- processo negocial
- mediação negocial
- construtivismo
- International Negotiation
- models of negotiation
- negotiation process
- negotiation mediation
- constructivism