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A Cognitive Approach to International Negotiation *
Author(s) -
JÖNSSON CHRISTER
Publication year - 1983
Publication title -
european journal of political research
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 3.267
H-Index - 95
eISSN - 1475-6765
pISSN - 0304-4130
DOI - 10.1111/j.1475-6765.1983.tb00052.x
Subject(s) - negotiation , unitary state , negotiation theory , adversary , cognition , state (computer science) , information processing , computer science , knowledge management , psychology , cognitive psychology , political science , computer security , law , neuroscience , algorithm
When it comes to the study of international negotiation processes , game theory has certain shortcomings. It is basically static in nature; it tends to homogenize actors and ‘blackbox’ information processing; and it assumes unitary actors. This article suggests a cognitive approach to the study of international negotiation processes as one way to overcome these shortcomings. The suggested model regards information processing as the link between inter‐state negotiation and decision‐making within the state, and emphasizes the role of belief systems in shaping expectations and interpretations. Specifically, the negotiating actors’ images of the adversary, self‐images, and images of situation are singled out as suitable objects of study. Relevant insights and hypotheses concerning the relationship between different parts of the actors’ belief systems are identified.