Arguing and bargaining in international negotiations: On the application of the frame-selection model and its implications

International Political Science Review

Volumn 28, Issue 1, 2007, Pages 79-99

  Kotzian, Peter ^a  

^a DARMSTADT UNIVERSITY OF TECHNOLOGY   (Germany)

Author keywords

Arguing; Bargaining; Frames; International negotiations

Indexed keywords

EID: 33845692580     PISSN: 01925121     EISSN: 1460373X     Source Type: Journal    
DOI: 10.1177/0192512107070404     Document Type: Review

References (68)

1. Arregui, J., Stokman, F. and Thomson, R. (2004). "Bargaining in the European Union and Shifts in Actors' Policy Positions," European Union Politics 5: 47 - 72.
2. Axelrod, Robert (1984). The Evolution of Cooperation. New York: Basic Books.
3. Becker, Gary S. (1976). The Economic Approach to Human Behavior. Chicago, IL: University of Chicago Press.
4. Berger, Peter L. and Luckmann, Thomas (1993). Die gesellschaftliche Konstruktion der Wirklichkeit. Frankfurt: Fischer.
5. Beyers, Jan (2005). "Multiple Embeddedness and Socialization in Europe: The Case of Council Officials," International Organization 59: 899 - 936.
6. Böhringer, Christoph (2003). "The Kyoto Protocol: A Review and Perspectives," ZEW Discussion Paper No. 03-61. Mannheim: ZEW.
7. Bonham, G.M., Sergeev, V.M. and Parshin, P.B. (1997). "The Limited Test-Ban Agreement: Emergence of New Knowledge Structures in International Negotiation," International Studies Quarterly 41: 215 - 240.
8. Cameron, David R. (1995). "Transnational Relations and the Development of European and Monetary Union," in Thomas Risse-Kappen (ed.), Bringing Transnational Relations Back In: Non-State Actors, Domestic Structures and International Institutions. Cambridge: Cambridge University Press.
9. Cederman, Lars-Erik and Daase, Christopher (2003). "Endogenizing Corporate Identities:The Next Step in Constructivist IR Theory," European Journal of International Relations 9: 5 - 35.
10. Checkel, Jeffrey T. (1999). "Norms, Institutions, and National Identity in Contemporary Europe," International Studies Quarterly 43: 82 - 114.
11. Checkel, Jeffrey T. (2005). "International Institutions and Socialization in Europe: Introduction and Framework," International Organization 59: 801 - 826.
12. Christiansen, Thomas (2002). "The Role of Supranational Actors in EU Treaty Reform," Journal of European Public Policy 9: 33 - 53.
13. Cohen, Raymond (2000). "Meaning, Interpretation and International Negotiation," Global Society 14: 317 - 335.
14. Crawford, Neta C. (2002). Argument and Change in World Politics: Ethics, Decolonization and Humanitarian Intervention. Cambridge: Cambridge University Press.
15. Eising, Rainer (2002). "Policy Learning in Embedded Negotiations: Explaining EU Electricity Liberalization," International Organization 56: 85 - 120.
16. Elgström, Ole and Jönsson, Christer (2000). "Negotiation in the European Union: Bargaining or Problem-Solving?" Journal of European Public Policy 7: 684 - 704.
17. Elster, Jon (1989). "Social Norms and Economic Theory," Journal of Economic Perspectives 3: 99 - 117.
18. Ely, Jeffrey C. and Välimäki, Juuso (2003). "Bad Reputation," Quarterly Journal of Economics 118: 785 - 814.
19. Esser, Hartmut (2001). Soziologie-Spezielle Grundlagen. Band 6: Sinn und Kultur. Frankfurt and New York: Campus.
20. Esser, Hartmut (2004). "Die 'Logik' der Verständigung. Zur Debatte um 'Arguing' und 'Bargaining' in internationalen Verhandlungen," in Franz U. Pappi, Eibe Riedel, Paul W. Thurner and Roland Vaubel (eds), Die Institutionalisierung internationaler Verhandlungen. Frankfurt: Campus.
21. Evans, P.B., Jacobson, H.K. and Putnam, R.D., eds (1993). Double-Edged Diplomacy: International Bargaining and Domestic Politics. Berkeley: University of California Press.
22. Falkner, Gerda (2002). "How Intergovernmental are Intergovernmental Conferences? An Example from the Maastricht Treaty Reform," Journal of European Public Poliy 9: 98 - 119.
23. Fearon, James and Wendt, Alexander (2002). "Rationalism v. Constructivism: A Skeptical View," in Walter Carlsnaes, Thomas Risse and Beth A. Simmons (eds), Handbook of International Relations. London: Sage.
24. Gehring, Thomas (1996). "Arguing und Bargaining in internationalen Verhandlungen. Überlegungen am Beispiel des Ozonschutzregimes," in Volker von Prittwitz (ed.), Verhandeln und Argumentieren. Opladen: Leske und Budrich.
25. Grüner, Hans P. (2004). "Informationsaggregation in internationalen Verhandlungen und Organisationen," in Franz U. Pappi, Eibe Riedel, Paul W. Thurner and Roland Vaubel (eds), Die Institutionalisierung internationaler Verhandlungen Frankfurt: Campus
26. Guttman, Joel M. (2003). "Repeated Interaction and the Evolution of Preferences for Reciprocity," Economic Journal 113: 631 - 656.
27. Habermas, Jürgen (1982). Theorie des kommunikativen Handelns, Band 1: Handlungsrationalität und gesellschaftliche Rationalisierung, 2nd edn. Frankfurt: Suhrkamp.
28. Hopmann, P. Terrence (2001). "Bargaining and Problem Solving: Two Perspectives on International Negotiation," in Chester A. Crocker, Fen Osler Hampson and Pamela Aall (eds), Turbulent Peace: The Challenges of Managing International Conflict. Washington, DC: United States Institute of Peace Press.
29. Hosli, Madeleine O. (2000). "The Creation of the European Economic and Monetary Union (EMU): Intergovernmental Negotiations and Two-Level Games," Journal of European Public Policy 7: 744 - 766.
30. Joachim, Jutta (2003). "Framing Issues and Seizing Opportunities: The UN, NGOs, and Women's Rights," International Studies Quarterly 47: 247 - 274.
31. Jönsson, Christer (1990). Communication in International Bargaining. London: Pinter.
32. Keck, Otto (1995). "Rationales kommunikatives Handeln in den internationalen Beziehungen," Zeitschrift Für Internationale Beziehungen 2: 5 - 48.
33. Keck, Otto (1997). "Zur sozialen Konstruktion des Rational-Choice-Ansatzes," Zeitschrift Für Internationale Beziehungen 4: 139 - 151.
34. Kotzian, Peter (2003). Verhandlungen im europäischen Arzneimittelsektor. Initiierung- Institutionalisierung-Ergebnisse. Baden-Baden: Nomos.
35. Lange, Andreas and Vogt, Carsten (2001). "Cooperation in International Environmental Negotiations due to a Preference for Equity," ZEW Discussion Paper No. 01-14. Mannheim: ZEW.
36. Lewis, Jeffrey (1998). "Is the 'Hard Bargaining' Image of the Council Misleading? The Committee of Permanent Representatives and the Local Elections Directive," Journal of Common Market Studies 36: 479 - 504.
37. Lewis, Jeffrey (2003). "Institutional Environments and Everyday EU Decision Making: Rationalist or Constructivist?" Comparative Political Studies 36: 97 - 124.
38. Lewis, Jeffrey (2005). "The Janus Face of Brussels: Socialization and Everyday Decision Making in the European Union," International Organization 59: 937 - 971.
39. McDermott, Rose (1998). Risk-Taking in International Politics. Ann Arbor: University of Michigan Press.
40. March, James G. and Olsen, Johan P. (1989). Rediscovering Institutions. New York: Free Press.
41. March, James G. and Olsen, Johan P. (1998). "The Institutional Dynamics of International Political Orders," International Organization 52: 943 - 969.
42. Martin, Lisa L. and Simmons, Beth (1998). "Theories and Empirical Studies of International Institutions," International Organization 52: 729 - 757.
43. Mautner-Markhof, Frances, ed. (1989). Processes of International Negotiation. Boulder, CO: Westview Press.
44. Milner, Helen V. (1997). Interests, Institutions and Information. Princeton, NJ: Princeton University Press.
45. Mintzer, Irving M. and Leonard, J. Amber, eds (1994). Negotiating Climate Change. Cambridge: Cambridge University Press.
46. Moravcsik, Andrew (1997). "Taking Preferences Seriously: A Liberal Theory of International Politics," International Organization 51: 513 - 553.
47. Moravcsik, Andrew (1999). "A New Statecraft? Supranational Entrepreneurs and International Cooperation," International Organization 53: 267 - 306.
48. Müller, Harald (1994). "Internationale Beziehungen als kommunikatives Handeln. Zur Kritik der utilitaristischen Handlungstheorien, " Zeitschrift Für Internationale Beziehungen 1: 15 - 44.
49. Müller, Harald (1995). "Spielen hilft nicht immer," Zeitschrift Für Internationale Beziehungen 2: 371 - 391.
50. Müller, Harald (2004). "Arguing, Bargaining and All That: Communicative Action, Rationalist Theory and the Logic of Appropriateness in International Relations," European Journal of International Relations 10: 395 - 435.
51. Payne, Rodger A. (2001). "Persuasion, Frames and Norm Construction," European Journal of International Relations 7: 37 - 61.
52. Powell, Robert (2002). "Bargaining Theory and International Confl ict," Annual Review of Political Science 5: 1 - 30.
53. Raiffa, Howard (1982). The Art and Science of Negotiation. Cambridge, MA: Harvard University Press.
54. Risse, Thomas (2000). "'Let's Argue': Communicative Action in World Politics," International Organization 54: 1 - 39.
55. Saretzki, Thomas (1996). "Wie unterscheiden sich Argumentieren und Verhandeln? Definitionsprobleme, funktionale Bezüge und strukturelle Differenzen von zwei verschiedenen Kommunikationsmodi," in Volker von Prittwitz (ed.), Verhandeln und Argumentieren. Opladen: Leske und Budrich.
56. Sbragia, Alberta (1994). "From 'Nation-State' to 'Member State,'" in Paul M. Lützeler (ed.), Europe After Maastricht: American and European Perspectives. Providence: Berghahn Books.
57. Schimmelfennig, Frank (2000). "International Socialization in the New Europe: Rational Action in an Institutional Environment," European Journal of International Relations 6: 109 - 139.
58. Schimmelfennig, Frank (2005). "Strategic Calculation and International Socialization: Membership Incentives, Party Constellations, and Sustained Compliance in Central and Eastern Europe," International Organization 59: 827 - 860.
59. Sebenius, James K. (1983). "Negotiation Arithmetic: Adding and Subtracting Issues and Parties," International Organization 37: 281 - 316.
60. Sjöstedt, Gunnar (2003). "Norms and Principles as Support to Postnegotiation and Rule Implementation," in Bertram I. Spector and I. William Zartman (eds), Getting It Done: Post-Agreement Negotiation and International Regimes. Washington DC: United States Institute of Peace Press.
61. Smith, Michael (2003). "The Framing of European Foreign and Security Policy: Towards a Post-Modern Policy Framework?" Journal of European Public Policy 10: 556 - 575.
62. Surel, Yves (2000). "The Role of Cognitive and Normative Frames in Policy-Making," Journal of European Public Policy 7: 495 - 512.
63. t'Hart, P., Stern, E.K. and Sundelius, B., eds (1997). Beyond Groupthink: Political Group Dynamics and Foreign Policy-Making. Ann Arbor: University of Michigan Press.
64. Tversky, Amos and Kahneman, Daniel (1981). "The Framing of Decisions and the Psychology of Choice," Science 211: 453 - 458.
65. Wendt, Alexander E. (2004). "The State as a Person in International Theory," Review of International Studies 30: 289 - 316.
66. Young, H. Peyton (1991). "Negotiation Analysis," in H. Peyton Young (ed.), Negotiation Analysis. Ann Arbor: University of Michigan Press.
67. Young, Oran R. (1999). "Comment on Andrew Moravcsik, 'A New Statecraft? Supranational Entrepreneurs and International Cooperation,'" International Organization 53: 805 - 809.
68. Zartman, I. William and Berman, Maureen R. (1982). The Practical Negotiator. New Haven, CT and London: Yale University Press.