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29 - Negotiation and Mediation

Published online by Cambridge University Press:  05 June 2012

By
Daniel Druckman
Edited by
James N. Druckman ,
Donald P. Greene ,
James H. Kuklinski  and
Arthur Lupia
Daniel Druckman
Affiliation:
George Mason University
James N. Druckman
Affiliation:
Northwestern University, Illinois
Donald P. Greene
Affiliation:
Yale University, Connecticut
James H. Kuklinski
Affiliation:
University of Illinois, Urbana-Champaign
Arthur Lupia
Affiliation:
University of Michigan, Ann Arbor
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Summary

Knowledge about negotiation and mediation comes primarily from laboratory experiments. The question asked in this chapter is what value is added by experiments for understanding processes of elite bargaining? This question is addressed in the following sections. After describing the international negotiation context, I provide a brief overview of the experimental approach. Then, key studies on distributive and integrative bargaining are reviewed, as well as examples of experiments that capture complexity without forfeiting the advantages of experimental control. The chapter concludes with a discussion of the value added by experiments.

The Context

Negotiating in the international context takes several forms. It occurs from a distance and face to face; deals with multiple complex issues; and includes bilateral, multilateral, and global participation. National leaders often make demands or exchange proposals from a distance. Well-known examples include the bilateral exchanges between the United States and the Soviet Union over the 1948–49 blockade of Berlin, between Kennedy and Khrushchev in 1962 over Soviet missile bases in Cuba, and between Carter and Khomeini concerning American hostages in Iran in 1979–80. Leaders and their representatives also confront each other face to face to discuss their interests over security, monetary and trade, or environmental issues.

Type
Chapter
Information
Cambridge Handbook of Experimental Political Science , pp. 413 - 429
Publisher: Cambridge University Press
Print publication year: 2011

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