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Freedom in dispute. Negotiation currents in contemporary social theory
Abstract
The term ‘negotiation’ has many uses in academic field including open dynamics and less explicit processes of adjustment. This article suggests that the notion of negotiation has been developed during the second half of the 20th century in two relatively autonomous and distinguishable disciplinary currents. Through the concept of negotiation these currents express the balance between individual freedom and social structure conditioning. Thus, negotiation has been used to show nuances of individual agency in real contexts analyses. This article examines constructs from social theory, economics and game theory to contribute to a better theoretical delimitation of the negotiation concept and its links with agency.Keywords:
Negotiation, Bargaining, Game theory, Agency, Freedom, Social theoryReferences
Abril, P., Amigot, P., Botía-Morillas, C., Domínguez-Folgueras, M., González, M.J., Jurado-Guerrero, T., Lapuerta, I., Martín-García, T., Monferrer, J., & Seiz, M. (2015). Ideales igualitarios y planes tradicionales: análisis de parejas primerizas en España. Revista Española de Investigaciones Sociológicas, 150, 3-22.
Allain, S. (2004). La négociation comme concept analytique central d'une théorie de la régulation sociale. Négociations, 2, 23-41.
Anderson, P. (1983). Decision Making by Objection and the Cuban Missile Crisis. Administrative Science Quarterly, 28(2), 201-222.
Apffel-Marglin, F. & Simon, S. (1994). Feminist Orientalism and Development. In W. Harcourt (Ed.), Feminist Perspectives on Sustainable Development (pp. 26-45). London: Zed Books.
Axelrod, R. (1984). The Evolution of Cooperation. Nueva York: Basic Books.
Bayati, M., Borgs, C., Chayes, J., Kanoria, Y., & Montanari, A. (2015). Bargaining Dynamics in Exchange Networks. Journal of Economy Theory, 153(C), 417-454.
Beck, U. & Beck, E. (1998). El normal caos del amor. Barcelona: El Roure.
Bennett, J. (2015). Narrating Family Histories: Negotiating Identity and Belonging through Tropes of Nostalgia and Authenticity. Current Sociology, s/n, 1-17.
Binmore, K., Shaked, A., & Sutton, J. (1985). Testing Noncooperative Bargaining Theory: A Preliminary Study. The American Economic Review, 75(5), 1178-1180.
Binmore, K. (2007). Playing for Real. Oxford, Mass.: Oxford University Press.
Boudon, R. (1981). La lógica de lo social. Introducción al análisis sociológico. Madrid: RIALP.
Bourdieu, P. (1987). Cosas dichas. Barcelona: Gedisa.
Bülow, A. & Boje, D. (2015). The Antenarrative of Negotiation: On the Embeddedness of Negotiation in Organizations. Journal of Strategic Contracting and Negotiation, 1(3), 200-213.
Che, Y. (2002). The Economics of Collective Negotiation in Pretrial Bargaining. International Economic Review, 43(2), 549-575.
Colman, A. (2006). Thomas C. Schelling’s Psychological Decision Theory: Introduction to a Special Issue. Journal of Economic Psychology, 27, 603-608.
Crozier, M. (1964). Pouvoir et organisation. European Journal of Sociology, 5(1), 52-64.
Crozier, M. (1973). The problem of power. Social Research, 40(2), 211-228.
Crozier, M. (1974). El fenómeno burocrático. Buenos Aires: Amorrortú.
Curhan, J. & Elfenbein, H. (2006). What Do People Value When They Negotiate? Mapping the Domain of Subjective Value in Negotiation. Journal of Personality and Social Psychology, 91(3), 493-512.
De Grande, P. (2016). ¿Negociaciones o decisiones colectivas? Las dinámicas familiares tras la llegada de un bebé. Entramado, 12, 222-232.
Druckman, D. (2003). Negociación: de la Teoría a la Práctica. Lima: Fondo Editorial PUCP.
Druckman, D. & Rosoux, V. (2016). Focal Points and Turning Points in Negotiation: A Comparative Analysis. Negotiation Journal, 32(2), 127-150.
Dupont, C. (1994). La négociation. Conduite, théorie, applications. Paris : Dalloz.
Elias, N. (1999). Sociología fundamental. Gedisa: Barcelona.
Elster, J. (2005). L'usage stratégique de l'argumentation. Négociations, 4, 59-82.
Estrada, P. & Mercado, R. (2008). Procesos de negociación de significado en una escuela normal mexicana. Psicologia & Sociedade, 20(3), 391-401.
Flores, M., Díaz, R., Rivera, S., & Chi, A. (2005). Poder y negociación del conflicto en diferentes tipos de matrimonio. Enseñanza e Investigación en Psicología, 10(2), 337-353.
Förster, R. (2013). Micro-Sociology on the Rise: The Changing Sociological Field in the 1960s and the Case of Conversation Analysis. The American Sociologist, 44(2), 198-216.
Garrido, A., Reyes, A., Ortega, P., & Torres, L. (2007). La vida en pareja: un asunto a negociar. Enseñanza e Investigación en Psicología, 12(2), 385-396.
Giddens, A. (2004). La transformación de la intimidad. Sexualidad, amor y erotismo en las sociedades modernas. Madrid: Cátedra.
Goffman, E. (1972). Internados. Ensayos sobre la situación social de los enfermos mentales. Buenos Aires: Amorrortú.
Grosjean, M., Henry, J., Barcet, A., & Bonamy, J. (2004). La négociation constitutive et instituante. Les co-configurations du service en réseau de soins. Négociations, 2, 75-90.
Gutiérrez, M. (2002). Triangular público, doméstico y privado, o ¿cómo negociar en pareja? Revista Española de Investigaciones Sociológicas, 99(2), 61-85.
Gutiérrez, A. (2007). Pobre’ como siempre. Córdoba, Arg.: Ferreira.
Haney, L. (2002). Inventing the Needy: Gender and the Politics of Welfare in Hungary. Berkeley: University of California Press.
Herrera, M. (2016). La negociación en el proceso penal desde la dogmática del Derecho penal. Especial referencia a los ordenamientos español y peruano. Política Criminal, 11(21), 229-263.
Jones, S. (2010). Negotiating Authentic Objects and Authentic Selves. Journal of Material Culture, 15(2), 181-203.
Kandiyoti, D. (1988). Bargaining with Patriarchy. Gender & society, 2(3), 274-290.
Kandiyoti, D. (2005). Rethinking Bargaining with Patriarchy. In C. Jackson & R. Pearson (Eds.), Feminist Vision of Development: Gender, Analysis and Policy (pp. 135-154). London: Routledge.
Kuty, O. (2008). La naissance de la négociation 1933-1962. Sociologies, théories et recherches, s/n, 2-32.
Lewicki, R. (1981). Bargaining and Negotiation. EXCHANGE: The Organizational Behavior Teaching Journal, 6(2), 33-42.
Mansbridge, J. (2009). Deliberative and Non-Deliberative Negotiations. HKS Faculty Research Working Paper Series (Harvard University). Working Paper No. RWP09-010.
Mansbridge, J. & Martin, C. (Eds.) (2016). Political Negotiation: A Handbook. Washington DC: Brookings Institution Press.
Marx, K. (2010). Manuscritos económicos-filosóficos de 1844. Buenos Aires: Colihue.
Menkel-Meadow, C. (1983). Toward Another View of Legal Negotiation: The Structure of Problem Solving. UCLA Law Review, 31, 754-842.
Monsalve, S. (2003). John Nash y la teoría de juegos. Lecturas Matemáticas, 24, 137-149.
Morel, C. (2004). Variations sur la négociation tacite et le point focal de Thomas Schelling. Négociations, 1, 15-26.
Nadai, E. & Maeder, C. (2008). Negotiations at all Points? Interaction and Organization. Forum: Qualitative Social Research, 9-1(32), 1-22.
Nash, J. (1950). Equilibrium Points in N-person Games. Proceedings of the National Academy of Sciences, 361, 48-49.
Péreau, J. (2012). Ariel Rubinstein: le maître de négociation. Négociations, 17, 9-16.
Peterson, R. & Lucas, G. (2001). Expanding the Antecedent Component of the Traditional Business Negotiation Model: Pre-Negotiation Literature Review and Planning-Preparation Propositions. Journal of Marketing Theory and Practice, 9(4), 37-49.
Raiffa, H. (1982). The Art and Science of Negotiation. Cambridge, Mass.: Harvard.
Reif, J. & Brodbeck, F. (2014). Initiation of Negotiation and its Role in Negotiation Research: Foundations of a theoretical model. Organizational Psychology Review, 4(4), 363-381.
Reynaud, J. (2003). La négociation, l'accord, le dispositif. In G. Terssac (Ed.), La théorie de la régulation sociale de Jean-Daniel Reynaud (pp. 179-190). Paris: La Découverte Recherches.
Rubin, J. & Brown, R. (1975). The Social Psychology of Bargaining and Negotiation. New York: Academic Press.
Rubinstein, A. (1982). Perfect Equilibrium in a Bargaining Model. Econometrica, 50(1), 97-110.
Rubinstein, A. (2012). À propos de la lecture de deux modèles théoriques de négociation. Négociations, 17, 23-33.
Schelling, T. (2003). The Strategy of Conflict. London: Harvard University Press.
Sen, A. (1990). Gender and Cooperative Conflicts. In I. Tinker (Ed.), Persistent Inequalities: Women and World Development (123-149). New York: Oxford University Press.
Strauss, A. (1978). Negotiations. Varieties, Contexts, Processes, and Social Order. San Francisco: Jossey-Bass.
Sultana, U. & Busra, I. (2013). Revisiting ‘Bargaining’. Reflections on Feminist Extensions of Sen’s Household Bargaining Model: Case Studies of Gendered Labour Regime. International Journal of Research in Humanities, Arts, and Literature, 1(2), 39-46.
Wenger, E. (1998). Comunidades de práctica. Aprendizaje significativo e identidad. Madrid: Paidós.
West, T. & Olson, G. (1999). Rethinking Negotiation in Composition Studies. JAC: A Journal of Rhetoric, Culture, and Politics, 19(2), 241-251.
West, T. (1997). Differencing Negotiation. Composition Studies, 25(2), 7-18.
Young, P. (1992). Negotiation analysis. In P. Young (Ed.), Negotiation analysis. Michigan: The University of Michigan Press.
Zartman, I. (1997). The Structuralist Dilemma in Negotiation. In R. Lewicki, R. Bies, & B. Sheppard (Eds), Research on Negotiation in Organizations. Vol. 6 (pp. 227-246). Bingley: Emerald Group.
Allain, S. (2004). La négociation comme concept analytique central d'une théorie de la régulation sociale. Négociations, 2, 23-41.
Anderson, P. (1983). Decision Making by Objection and the Cuban Missile Crisis. Administrative Science Quarterly, 28(2), 201-222.
Apffel-Marglin, F. & Simon, S. (1994). Feminist Orientalism and Development. In W. Harcourt (Ed.), Feminist Perspectives on Sustainable Development (pp. 26-45). London: Zed Books.
Axelrod, R. (1984). The Evolution of Cooperation. Nueva York: Basic Books.
Bayati, M., Borgs, C., Chayes, J., Kanoria, Y., & Montanari, A. (2015). Bargaining Dynamics in Exchange Networks. Journal of Economy Theory, 153(C), 417-454.
Beck, U. & Beck, E. (1998). El normal caos del amor. Barcelona: El Roure.
Bennett, J. (2015). Narrating Family Histories: Negotiating Identity and Belonging through Tropes of Nostalgia and Authenticity. Current Sociology, s/n, 1-17.
Binmore, K., Shaked, A., & Sutton, J. (1985). Testing Noncooperative Bargaining Theory: A Preliminary Study. The American Economic Review, 75(5), 1178-1180.
Binmore, K. (2007). Playing for Real. Oxford, Mass.: Oxford University Press.
Boudon, R. (1981). La lógica de lo social. Introducción al análisis sociológico. Madrid: RIALP.
Bourdieu, P. (1987). Cosas dichas. Barcelona: Gedisa.
Bülow, A. & Boje, D. (2015). The Antenarrative of Negotiation: On the Embeddedness of Negotiation in Organizations. Journal of Strategic Contracting and Negotiation, 1(3), 200-213.
Che, Y. (2002). The Economics of Collective Negotiation in Pretrial Bargaining. International Economic Review, 43(2), 549-575.
Colman, A. (2006). Thomas C. Schelling’s Psychological Decision Theory: Introduction to a Special Issue. Journal of Economic Psychology, 27, 603-608.
Crozier, M. (1964). Pouvoir et organisation. European Journal of Sociology, 5(1), 52-64.
Crozier, M. (1973). The problem of power. Social Research, 40(2), 211-228.
Crozier, M. (1974). El fenómeno burocrático. Buenos Aires: Amorrortú.
Curhan, J. & Elfenbein, H. (2006). What Do People Value When They Negotiate? Mapping the Domain of Subjective Value in Negotiation. Journal of Personality and Social Psychology, 91(3), 493-512.
De Grande, P. (2016). ¿Negociaciones o decisiones colectivas? Las dinámicas familiares tras la llegada de un bebé. Entramado, 12, 222-232.
Druckman, D. (2003). Negociación: de la Teoría a la Práctica. Lima: Fondo Editorial PUCP.
Druckman, D. & Rosoux, V. (2016). Focal Points and Turning Points in Negotiation: A Comparative Analysis. Negotiation Journal, 32(2), 127-150.
Dupont, C. (1994). La négociation. Conduite, théorie, applications. Paris : Dalloz.
Elias, N. (1999). Sociología fundamental. Gedisa: Barcelona.
Elster, J. (2005). L'usage stratégique de l'argumentation. Négociations, 4, 59-82.
Estrada, P. & Mercado, R. (2008). Procesos de negociación de significado en una escuela normal mexicana. Psicologia & Sociedade, 20(3), 391-401.
Flores, M., Díaz, R., Rivera, S., & Chi, A. (2005). Poder y negociación del conflicto en diferentes tipos de matrimonio. Enseñanza e Investigación en Psicología, 10(2), 337-353.
Förster, R. (2013). Micro-Sociology on the Rise: The Changing Sociological Field in the 1960s and the Case of Conversation Analysis. The American Sociologist, 44(2), 198-216.
Garrido, A., Reyes, A., Ortega, P., & Torres, L. (2007). La vida en pareja: un asunto a negociar. Enseñanza e Investigación en Psicología, 12(2), 385-396.
Giddens, A. (2004). La transformación de la intimidad. Sexualidad, amor y erotismo en las sociedades modernas. Madrid: Cátedra.
Goffman, E. (1972). Internados. Ensayos sobre la situación social de los enfermos mentales. Buenos Aires: Amorrortú.
Grosjean, M., Henry, J., Barcet, A., & Bonamy, J. (2004). La négociation constitutive et instituante. Les co-configurations du service en réseau de soins. Négociations, 2, 75-90.
Gutiérrez, M. (2002). Triangular público, doméstico y privado, o ¿cómo negociar en pareja? Revista Española de Investigaciones Sociológicas, 99(2), 61-85.
Gutiérrez, A. (2007). Pobre’ como siempre. Córdoba, Arg.: Ferreira.
Haney, L. (2002). Inventing the Needy: Gender and the Politics of Welfare in Hungary. Berkeley: University of California Press.
Herrera, M. (2016). La negociación en el proceso penal desde la dogmática del Derecho penal. Especial referencia a los ordenamientos español y peruano. Política Criminal, 11(21), 229-263.
Jones, S. (2010). Negotiating Authentic Objects and Authentic Selves. Journal of Material Culture, 15(2), 181-203.
Kandiyoti, D. (1988). Bargaining with Patriarchy. Gender & society, 2(3), 274-290.
Kandiyoti, D. (2005). Rethinking Bargaining with Patriarchy. In C. Jackson & R. Pearson (Eds.), Feminist Vision of Development: Gender, Analysis and Policy (pp. 135-154). London: Routledge.
Kuty, O. (2008). La naissance de la négociation 1933-1962. Sociologies, théories et recherches, s/n, 2-32.
Lewicki, R. (1981). Bargaining and Negotiation. EXCHANGE: The Organizational Behavior Teaching Journal, 6(2), 33-42.
Mansbridge, J. (2009). Deliberative and Non-Deliberative Negotiations. HKS Faculty Research Working Paper Series (Harvard University). Working Paper No. RWP09-010.
Mansbridge, J. & Martin, C. (Eds.) (2016). Political Negotiation: A Handbook. Washington DC: Brookings Institution Press.
Marx, K. (2010). Manuscritos económicos-filosóficos de 1844. Buenos Aires: Colihue.
Menkel-Meadow, C. (1983). Toward Another View of Legal Negotiation: The Structure of Problem Solving. UCLA Law Review, 31, 754-842.
Monsalve, S. (2003). John Nash y la teoría de juegos. Lecturas Matemáticas, 24, 137-149.
Morel, C. (2004). Variations sur la négociation tacite et le point focal de Thomas Schelling. Négociations, 1, 15-26.
Nadai, E. & Maeder, C. (2008). Negotiations at all Points? Interaction and Organization. Forum: Qualitative Social Research, 9-1(32), 1-22.
Nash, J. (1950). Equilibrium Points in N-person Games. Proceedings of the National Academy of Sciences, 361, 48-49.
Péreau, J. (2012). Ariel Rubinstein: le maître de négociation. Négociations, 17, 9-16.
Peterson, R. & Lucas, G. (2001). Expanding the Antecedent Component of the Traditional Business Negotiation Model: Pre-Negotiation Literature Review and Planning-Preparation Propositions. Journal of Marketing Theory and Practice, 9(4), 37-49.
Raiffa, H. (1982). The Art and Science of Negotiation. Cambridge, Mass.: Harvard.
Reif, J. & Brodbeck, F. (2014). Initiation of Negotiation and its Role in Negotiation Research: Foundations of a theoretical model. Organizational Psychology Review, 4(4), 363-381.
Reynaud, J. (2003). La négociation, l'accord, le dispositif. In G. Terssac (Ed.), La théorie de la régulation sociale de Jean-Daniel Reynaud (pp. 179-190). Paris: La Découverte Recherches.
Rubin, J. & Brown, R. (1975). The Social Psychology of Bargaining and Negotiation. New York: Academic Press.
Rubinstein, A. (1982). Perfect Equilibrium in a Bargaining Model. Econometrica, 50(1), 97-110.
Rubinstein, A. (2012). À propos de la lecture de deux modèles théoriques de négociation. Négociations, 17, 23-33.
Schelling, T. (2003). The Strategy of Conflict. London: Harvard University Press.
Sen, A. (1990). Gender and Cooperative Conflicts. In I. Tinker (Ed.), Persistent Inequalities: Women and World Development (123-149). New York: Oxford University Press.
Strauss, A. (1978). Negotiations. Varieties, Contexts, Processes, and Social Order. San Francisco: Jossey-Bass.
Sultana, U. & Busra, I. (2013). Revisiting ‘Bargaining’. Reflections on Feminist Extensions of Sen’s Household Bargaining Model: Case Studies of Gendered Labour Regime. International Journal of Research in Humanities, Arts, and Literature, 1(2), 39-46.
Wenger, E. (1998). Comunidades de práctica. Aprendizaje significativo e identidad. Madrid: Paidós.
West, T. & Olson, G. (1999). Rethinking Negotiation in Composition Studies. JAC: A Journal of Rhetoric, Culture, and Politics, 19(2), 241-251.
West, T. (1997). Differencing Negotiation. Composition Studies, 25(2), 7-18.
Young, P. (1992). Negotiation analysis. In P. Young (Ed.), Negotiation analysis. Michigan: The University of Michigan Press.
Zartman, I. (1997). The Structuralist Dilemma in Negotiation. In R. Lewicki, R. Bies, & B. Sheppard (Eds), Research on Negotiation in Organizations. Vol. 6 (pp. 227-246). Bingley: Emerald Group.
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