East-West Negotiations

• The chapter analyses how international negotiations are gendered in an all-male bilateral East-West cooperation project of large-scale company restructuring in a post-Soviet setting in the early 1990's. Gender as a theoretical concept is used to gain a relational understanding of the construction of masculinities. The study was built on personal interviews with negotiators of each team as well as diary entries of one of the negotiators. The chapter presents an institutional analysis, viewing negotiations as steered by highly gendered norms and practices. Gender is treated as a social institution that structures power relations, not just between men and women but also between men.

Nyckelord

negotiations

homosociality

masculinities

feminist theory

othering

post-Soviet enemy imagery

Just Warriors and Beautiful Souls

neo-liberal IR

archetypical masculinities

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