Click here to download

Analisi di un negoziato inter-organizzativo: il confronto tra Partito Democratico e Movimento Cinque Stelle
Journal Title: STUDI ORGANIZZATIVI  
Author/s: Lino Codara 
Year:  2016 Issue: Language: Italian 
Pages:  28 Pg. 9-36 FullText PDF:  239 KB
DOI:  10.3280/SO2016-001001
(DOI is like a bar code for intellectual property: to have more infomation:  clicca qui   and here 


This paper analyses the troubled confrontation developed between the Democratic Party and the ‘Five Star Movement’, in February 2013, from an organizational perspective, according to the bargaining theory. At the time, both parties were engaged in a negotiation to form a new government, following the unexpected outcome of the general elections which established a new tri-polar political system. The study tries to understand the "good reasons" for the choices made by both collective actors dominating this difficult political phase and explains the consequences of their actions, as well as the final outcome of the confrontation. The paper utilises a negotiation model which, by overcoming the traditional, deterministic, economic/analytical approach, accords an important role to the strategic and argumentative actions taken by the parties.The study shows, on the one hand, the presence of an unfavourable balance of power for the Democratic Party; on the other hand, the causes of the failure of the strategic moves adopted by that party, in order to change the disadvantageous negotiating game in which it was involved. Finally, the paper shows the underlying causes of the low effectiveness of the argumentative action undertaken by the Democrats’ Secretary: the lack of a body of norms of reciprocity and broad principles (that structure and govern the long-term relationships between the actors in a political system) shared by the "Five Stars", an atypical anti-system political movement.
Keywords: Negotiation, argumentation, strategic moves, Democratic Party, Five Star Movement.

  1. Boudon, R. (1992), “Action”, in Boudon R. (Ed.), Traité de Sociologie, Paris, Presses Universitaires de France (trad. it. “Azione”, in Trattato di sociologia, Bologna, il Mulino, 1996).
  2. Bordignon, F., Ceccarini, L. (2013), “«Tsunami» a Cinque stelle”, in Diamanti I. (a cura di), Un salto nel voto. Ritratto politico dell’Italia di oggi, Bari, Laterza.
  3. Codara, L. (2007), “La negoziazione come processo strategico-cognitivo”, Studi Organizzativi, 2: 23-51.
  4. Crump, L. (2015), “Analyzing Complex Negotiations”, Negotiation Journal, 31: 131-153.
  5. Crozier, M., Friedberg, E. (1977), L’acteur et le Système, Paris, Edition du Seuil (trad. it. Attore sociale e sistema, Milano, Etas Libri, 1978).
  6. Diamanti, I. (2013), “2013: il paese delle minoranze in-comunicanti”, in Diamanti I. (a cura di), Un salto nel voto. Ritratto politico dell’Italia di oggi, Bari, Laterza.
  7. Danilovic, J.C., Danilovic, V. (2010), “Multiple Audiences and Reputation Building in International Conflicts”, Journal of Conflict Resolution, 54: 860-882.
  8. Elster, J. (1989), The Cement of Society. A Study of Social Order, Cambridge, Cambridge University Press (trad. it. Il Cemento della società. Uno studio sull’ordine sociale, Bologna, il Mulino, 1995).
  9. Elster, J. (1993), Arguing and bargaining in two constituent assemblies, Storrs Lectures, Yale University (trad. it. Argomentare e Negoziare, Milano, Anabasi, 1993).
  10. Elster, J. (2007), Explaining Social Behavior. More Nuts and Bolts for the Social Sciences, Cambridge, Cambridge University Press (trad. it. La spiegazione del comportamento sociale, Bologna, il Mulino, 2010).
  11. Fisher, R., Ury, W. (1981), Getting to yes: Negotiating Agreement Without Giving In, Boston, Houghton Mifflin (trad. it. L’arte del negoziato, Milano, Mondadori, 1990).
  12. Friedberg, E. (1993), Le pouvoir et la régle. Dynamiques de l’action organisée, Paris, Edition du Seuil (trad. it. Il potere e la regola. Dinamiche dell’azione organizzata, Milano, Etas, 1994).
  13. Glenn, P., Susskind, L. (2010), “How Talk Works: Studying Negotiation Interaction”, Negotiation Journal, 26: 117-123.
  14. Habermas, J. (1981), Theorie des kommunikativen Handelns, Frankfurt, Suhrkamp (trad. it. Teoria dell’agire comunicativo, Bologna, il Mulino, 1986).
  15. Newell, J. (2014), “La sfida del Movimento 5 stelle e le risposte del Pd”, in Fusaro C., Kreppel A. (a cura di), Politica in Italia. I fatti dell’anno e le interpretazioni. Edizione 2014, Bologna, il Mulino.
  16. Provasi, G. (1987), “Lo schema concettuale e i principali risultati”, in Provasi G. (a cura di), Il gioco negoziale. Processi e strategie della contrattazione sindacale, Milano, FrancoAngeli.
  17. Provasi, G. (2013), “Argomentare e negoziare: l’azione negoziale tra agire strategico ed agire comunicativo”, in Bordogna L., Pedersini R., Provasi G. (a cura di), Lavoro, mercato, istituzioni. Scritti in onore di Gian Primo Cella, Milano, FrancoAngeli.
  18. Raiffa, H., Richardson, J., Metcalfe, D. (2002), Negotiation Analysis. The Science and Art of Collaborative Decision Making, Cambridge, Harvard University Press.
  19. Rusconi, G.E. (1984), Scambio, minaccia, decisione. Elementi di Sociologia politica, Bologna, il Mulino.
  20. Rusconi, G.E. (1989), “Strategie di cooperazione e defezione in democrazia”, in Rusconi G.E. (a cura di), Giochi e paradossi in politica, Torino, Einaudi, VII-XLII.
  21. Schelling, T. (1960), The strategy of conflict, Cambridge, Harvard University Press (trad. it. La strategia del conflitto, Milano-Torino, Bruno Mondadori, 2006).
  22. Sebenius, J.K. (2009), “Negotiation Analysis: From Games to Inferences to Decisions to Deals”, Negotiation Journal, 25: 449-465.
  23. Ury, W. (2007), The Power of a Positive No: How to Say No & Still Get to Yes, New York, Bentam.
  24. Walton, R.E., Mc Kersie, R.B. (1965), A Behavioral Theory of Labor Negotiations. An Analysis of a Social Interaction System, New York, McGraw-Hill.

Lino Codara, in "STUDI ORGANIZZATIVI " 1/2016, pp. 9-36, DOI:10.3280/SO2016-001001

   

FrancoAngeli is a member of Publishers International Linking Association a not for profit orgasnization wich runs the CrossRef service, enabing links to and from online scholarly content