Simulating international disarmament negotiations: The Negotiation Simulation HISTORICAL SETTING ORGANIZATION OF THE SIMULATION SIMULATION MATERIALS THE ISSUE EMPHASIS EXPERIMENT PARTICIPANTS AND METHOD TREATMENT OF THE OUTPUTS Results NEGATIVE AFFECT AND HOSTILITY NEGOTIATION OUTCOMES Significance of the Results GOALS, BACKGROUND FACTORS, AND CONDITIONS PROCESSES AND OUTCOMES Conclusions REFERENCES APPENDIX CODING INFORMATION

An all-man simulation was developed to reproduce crucial aspects of negotiations on disarmament. Experimental procedures were used to induce strong disagreement between negotiators in the simulation about the relative importance of two disarmament issues. As hypothesized, differences in issue emphasis resulted in greater negative affect and hostility, fewer concessions, less reciprocation of concession-making, and fewer major agreements than where issue emphasis was not manipulated. Although the results were obtained in a laboratory setting, they can be generalized with someconfidence to negotiation between nations. Systematic comparison of the simulation to its referent situation suggests that the simulation is largely similar to the goals, background factors, conditions, and processes of the disarmament negotiations of the 1950s. The experiment demonstrates the utility of using an all-man simulation to study international negotiation, provided that an effort is made to compare the simulation to observable aspects of negotiation between nations.