Tucidide e lo strumento negoziale. Il Dialogo dei Melii come laboratorio originario della scienza della negoziazione
Thucydides and the Negotiation Tool. The Melian Dialogue as the Origin of the Science of Negotiation

Summary/Abstract: This paper aims to reinterpret the “Melian Dialogue” from a negotiation perspective. The analysis seeks to highlight how Thucydides’ account represents one of the earliest decodings of negotiation techniques and strategies, challenging those positions which do not consider the historical evolution of negotiation processes to be fundamental. Following an initial contextualisation of negotiation over the centuries and an introduction to the “Melian Dialogue” within “History of the Peloponnesian War”, the paper addresses the technical and negotiation-related aspects that appear to emerge from Thucydides’ description of the communicative exchange between the parties. Certain passages of the dialogue will be examined to outline the level of negotiation awareness present in antiquity, long before the theoretical and methodological developments typical of contemporary thought.

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