Trends in International Persuasion: Persuasion in the Arms Control Negotiations.

An analysis of the bargaining process in international arms control negotiations is possible by developing a framework of interrelated hypotheses, by delineating and practicing interactions study called "Bargaining Process Analysis," and by formulating procedural steps that bridge the gap between laboratory studies and "real world" situations. In the interactions between nations, it can be concluded that as international tensions are lessened, arms negotiations will become more task-oriented rather than affect-oriented; the more flexible the national goals, the more likely is the success of the negotiations; and the lower the key of bargaining threats, the more successful the talks. Superior to Bales' Interaction Process Analysis in this specific application is Bargaining Process Analysis which provides, for example, thematic content analysis and means for coding interactions of bargaining participants in free verbal communication both in the laboratory and in actual international negotiations. (CH)