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date: 24 November 2017

Summary and Keywords

One of the long-standing debates between diplomatic historians and social scientists focusing on diplomacy and negotiation turns on what we know and how we know it. While diplomatic history points to the necessity of micro-level approaches rooted in the details of discrete and idiosyncratic negotiations and interactions, social science strives to identify broad aggregate patterns gleaned from a cross section of such activities. The primary benefit of the latter approach is the same as this volume: namely, the advancing of empirically grounded theory. This disjuncture in the study of diplomacy and negotiation helps explain why international relations as a field has spent so little time studying diplomacy—and, as a result, why negotiation and diplomacy remains undertheorized.

The overarching objective of this entry is to draw attention to contributions to the negotiation theorizing gleaned from the macro-level social scientific analysis of diplomacy and negotiation. Undoubtedly the range, depth, and quality of this work exceeds its visibility within the mainstream study of negotiation. By necessity, we have elected to draw connections between some of the more prominent examples of the quantitative empirical study of negotiation processes and outcomes and prevailing theoretical arguments in the field of international negotiation and cooperation. In doing so, we hope to draw attention to if not help close the gap between theory and practice in the study of negotiation and diplomacy.

Keywords: negotiation, diplomacy, cooperation, experimental research, mediation, MATRS, ATOP, Project ICONS, GlobalEd Project, empirical international relations

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