Negotiators' perspective on negotiation styles and conflict resolution in the Peruvian mining sector: An examination of the corporate perspective when negotiating with communities

Abstract

Negotiators of the mining sector are continuously facing challenges due to both the complexity of the process they have to deal with and the great importance that mining industry represent to Peru. Particularly, negotiations with communities does not follow an established formula so as to get successful agreements. This process is surrounded by a variety of factors which involve negotiation dynamics, cultural differences, governance and institutions’ role, and conflict management. Understanding the negotiator’s perspective regarding this process provide valuable insights about the corporate viewpoint in relation to negotiations with communities in the Peruvian mining sector. This research resorts to a qualitative study based on interviews of negotiators to enrich the knowledge with the aim of better understand the negotiation process and the approach towards conflicts when negotiating with communities. It also provides insights about communities’ negotiating approach, which is rarely obtained due to the sensitivity of the issue. The importance of sustainability in negotiations has become another critical factor leading to greater openness and information exchange. Finally, the research reveals that negotiators perceive the process as a continuous cycle where both negotiation processes and conflict management go hand in hand during the lifetime of a mining unit.