Conflito e negociação em recursos hídricos: uma abordagem comportamental das decisões

Abstract

The scope of this thesis consists in the proposition of a behavioral-analytical conceptual model, based on the correlation of psychological types and commitment strategies during the negotiation processes, denominated “Negotiation Behavioral Dynamics” (DCN). When articulating the contexts which shape the conflict resolution — through a systemic vision of the behavioral/typological as well as commitment attributes — DCN provides elements to the construction of concepts in superior levels which occupy existing gaps in this evolving process of highlighting the behavioral components present at the negotiation and decision scenery. The study was based on DCN perspective and focused on the Legal References of the Curema-Açu System, more precisely on its legal normative stage, being it the field of observation and input for theoretical reflections. Such choice is explained by the fact that it was a group decision process (ANA, DNOCS, Paraíba and Rio Grande do Norte States), of which participated Water Resources public officials. For this thesis, this process was observed from the Negotiation Behavioral Dynamics perspective. This study still presents a behavioral research carried out during the regulation stage, drawing attention to the psychological types and strategies in relation to the decisions that were made, based on the theoretical fundaments of the theory of psychological types developed by Carl Gustav Jung. Among the process actors, the research evidenced predominantly two Psychological Typologies, namely Sensation “S” (83%) and Thinking “T” (26%), which — with outstanding characteristics to observe logical consequences of a choice and to search patterns and application of principles — were capable of producing a very detailed Accord of Integration for the Legal References, with many technical details (including data) and with clear and precise legal mechanism. Resultant of DCN’s theoretical conception and still as a product of this thesis, the Dealer system was developed to be executed in palm tops (Pocket PC), which — correlating psychological types and commitment strategies through an algorithm associated to a knowledge base — enables the mediator to foresee probable sceneries for an ongoing negotiation, as well as determine which profiles and groups are dominant in a process under observation. Eventually, the thesis presents evidence of adequacy of the DCN to the Context of Legal References — Real Outcome, that is, the outcome of negotiation meetings — and observes coherence in the Virtual Scenery, presented by the Dealer tool when fed in with the observed context data.