The Limited Test-Ban Agreement: Emergence of New Knowledge Structures in International Negotiation

Abstract

An analysis of cognitive maps constructed from exchanges between President Kennedy and Premier Khrushchev on the test-ban issue suggests cultural differences in the basic knowledge structures used to represent political reality. Soviet negotiators, including Premier Khrushchev, use "processual" representations, while U.S. negotiators, including President Kennedy, use "procedural" representations. A comparison of the negotiations over time reveals the emergence of new knowledge structures that were hypothesized to facilitate an agreement on nuclear testing. A related discovery, that Kennedy and Khrushchev "translate" each other from procedural to processual and vice versa, provides additional evidence for the shared reality-building process that may be a precondition for successful negotiation.