Negotiations between governments for the export of defense products the main obstacles and an opportunity for the Brazilian defense diplomacy

Abstract

The objective of the research was to find opportunities to improve the system for conducting agreements on exports of Brazilian defense products through the government-to-government modality. Defense Diplomacy involves the use of the defense structure in times of peace, as a tool of foreign and security policy, having as one of its practical fields the conquest of markets for the Defense Industry. The work finds its scientific framework in the English school of the international relations, for which Diplomacy is one of the institutions of its international society. Methodologically, a case study of two negotiations conducted in the Ministry of Defense in 2015 was carried out. The main obstacles encountered in these negotiations were analyzed, based on the national legal framework, the lack of agile structures and guarantees, from which opportunities for improvement are discussed. In addition to a brief theoretical framework, a brief overview of the structures of the four main defense exporting countries was also carried out vis a vis theconductionofcontract negotiations in the sector. Finally, it is concluded that there is a need to create a structure capable of coordinating the various state actors, which provide the necessary support and guarantees for government-to-government negotiation and contribute to the strengthening of the Brazilian DIB.