Social psychology and international negotiations: processes and influences

As a social psychologist attempts to understand international negotiations, he or she is struck by an apparent paradox: On the one hand, there is a large and sophisticated literature on bargaining processes, and, on the other, there are few attempts to apply the insights gained to the more complex forms of the phenomenon. Searching for an explanation, he or she may conclude that this is due to a reluctance to make the transition from laboratory to field. Further probes may reveal the reasons. An inappropriate juxtaposition of theory and process has prevented meaningful extrapolation. Inadequate methodologies have made it difficult to conduct studies in situ. These problems are addressed in this essay. An attempt is made to contribute to a more appropriate conceptualization and to suggest new methodological approaches.