European Business Schools Librarian's Group
ESSEC Working Papers,
ESSEC Research Center, ESSEC Business School
No DR 03007: A rhetorical foundation of international negotiations. Callières on peace politics
Alain Lempereur ()
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Alain Lempereur: ESSEC Business School, Postal: Avenue Bernard Hirsch - B.P. 105, 95021 CERGY-PONTOISE CEDEX , FRANCE,
Abstract: The negotiation theory that François de Callières (1645-1716) built promotes peace politics in the international arena. First, we develop the political rationality that prevailed in the 17th Century, essentially under the realm of Louis XIV. European power politics is dominated by the recurrence of wars. In that context, negotiation is crucial, but essentially conceived as a means at the disposal of a bellicose agenda. Afterwards, Callières is shown to propose a more ambitious alternative vision for future negotiators, and suggests they could be the key-players in peace politics, as long as the use of powerful persuasion serves legitimate ends. Then European nations, with the interdependence of their interests can form one republic aspiring to common prosperity.
Keywords: Negotiation Theory; Diplomatic Negotiation; Callières; Louis XIV; War politics; Peace politics; Persuasion; Rhetoric; Interdependence of interests; Europe
34 pages, March 2003
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