Resumo

SILVA, Laura Cristina. THE NEGOTIATION PROCESS OF THE COLOMBIA-UNITED STATES: Free Trade Agreement. colomb.int. [online]. 2007, n.65, pp.112-133. ISSN 0121-5612.

This article explores the negotiation process of the Free Trade Agreement between Colombia and the USA. It analyzes the actions and tactics developed by the actors (members of the Government and the Congress, entrepreneurs, civil society), as well as the political context, in order to identify the Colombian negotiation strategy and study its effectiveness. This means evaluating how well the government manage to reconcile the negotiation with the counterpart and with the domestic actors. The conclusion shows that, although President Alvaro Uribe got enough support from Colombian Congress and entrepreneurs, his diplomatic strategy was not efficient because it ignored not only the USA domestic policy, but also Ecuador’s and Peru’s. The analysis is supported on the "two-level games" model, which explains the connections between domestic policy and diplomacy in international negotiations.

Palavras-chave : Free Trade Agreement; negotiation; strategy; international level; domestic level; win-set.

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