Effects of familiarity and liking on negotiating perceptions and behaviors are explored in two experiments, one focusing on prenegotiation expectations and perceptions (experiment 1), the other on negotiation processes and outcomes (experiment 2). Both experiments were embedded in the context of...

International peacekeeping has undergone some dramatic changes in the past decade. This study represents what is one of the few systematic attempts to classify peacekeeping missions according to function. Yet the authors do not stop their investigation at this juncture. Using a theoretical...

Alternative models of responsiveness are evaluated for goodness of fit to moves made by negotiators in six international negotiations: five arms-control talks and one base-rights negotiation. Three models, developed originally by Stoll and McAndrew (1986), are referred to as directional...

The effects of a number of situational variables on decisions to be flexible or inflexible were explored in a simulation of an international negotiation on the regulation of gases contributing to the depletion of the ozone layer. Four negotiating-stage scenarios were created, each consisting of...

Three conditions are compared for their effects on attempts to resolve differences on issues concerning both values and interests. Two of the conditions were designed to facilitate resolutions in different ways: One reflected the “values-first†approach while the other allowed the...

A framework for the analysis of processes of international negotiations is described. It construes the process as an unfolding set of stages in which turning points and crises mark passage from one stage to another. This sequence is driven by certain factors that influence negotiator activities...

Mediation in peacekeeping missions and the role of dispute severity, time pressure, and the peacekeeper's rank in that process are investigated. A set of hypotheses concerning the effects of these factors is developed. A test of the hypotheses reveals that dispute severity has a strong effect on...

A turning-points analysis of 34 cases of international negotiation is performed in three parts: precipitants (external, substantive, or procedural), process departures (abrupt or nonabrupt), and immediate and later consequences (escalatory or de-escalatory). The cases are divided into three...

The boundary role conflict suggests two types of functions in negotiations: monitoring the other side for evidence of movement and monitoring one's own side for evidence of preferences. These functions differ in terms of focus and information-processing. This paper addresses these functions in...