Resumo

NEMINA, Pablo. Negotiation strategies of IMF and Argentina during the period 2003-2004. Temas debates (En línea) [online]. 2011, n.22, pp.87-113. ISSN 1853-984X.

This paper seeks to contribute in both theoretical and empirical sense, to the theme of the relationship between the IMF and borrowing governments. In theoretical terms, develops a two-level conceptual framework for systematizing the study of negotiation processes between the mentioned actors. The analysis focuses on the strategies implemented by the negotiators, which, in turn, are related to its bargaining position and negotiating style. Empirically, presents an analysis of the negotiations between the IMF and the Argentine government during the 2003-2004 period based on the scheme aforementioned. Two hypothesis are proposed. First, although both the government and the IMF deployed confrontational strategies, the former succeeded in imposing its criteria on the most contentious issues because rested on a stronger bargaining position. Second, the government deployed in the third review a confrontational strategy to avoid fulfilling commitments which will raise a conflict with its local support base, but the Fund stepped up its refusal to tolerate non-compliances. This stalled the negotiation and determined the suspension of the agreement.

Palavras-chave : Negotiations; IMF; Argentina; Strategies; Conditionalities.

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