Pub. Date:
ABC-CLIO, Incorporated
Foreign Policy Decision-Making: A Qualitative and Quantitative Analysis of Political Argumentation

Foreign Policy Decision-Making: A Qualitative and Quantitative Analysis of Political Argumentation

by Irmtraud N. Gallhofer, Willem E. SarisIrmtraud N. Gallhofer


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This book investigates how politicians, in order to convince their audiences, argue about preferences for different courses of action. The qualitative and quantitative studies presented here are based on written records and deal with a variety of foreign policy issues, countries, and political regimes. Examining the argumentation employed by Hitler and Kennedy to ministers of the Austro-Hungarian empire, the authors conclude that only six basic forms of persuasion seem to be used and understood by politicians and their audiences, and that these same approaches are used almost irrespective of the political situation. This fascinating study of political argumentation will be of interest to scholars of political communication, rhetoric, political science, and international relations.

Product Details

ISBN-13: 9780275954338
Publisher: ABC-CLIO, Incorporated
Publication date: 03/20/1996
Series: Communication
Pages: 296
Product dimensions: 6.00(w) x 9.00(h) x 0.81(d)
Lexile: 1330L (what's this?)

About the Author

IRMTRAUD N. GALLHOFER is Senior Researcher at the Sociometric Research Foundation in Amsterdam and has been engaged for more than 20 years in research on political decision-making and text analysis./e Her articles have been published in a variety of European political science and psychology journals.

WILLEM E. SARIS is Professor of Statistics and Methods at the University of Amsterdam./e In addition to his work on structural equation modeling and the improvement of measurement procedures, he has published several papers on decision making with Irmtraud Gallhofer.

Table of Contents



A Qualitative Analysis of the Argumentation of Individual Participants in Decision-Making Processes

Argumentation in the Literature

Argumentation from the Perspective of Decision Theory

Detection of Argumentations from Documents

War with Serbia or Not: The Initiation of World War I

The Initiation of World War II

The World at the Brink of a Nuclear War: October 1962

To Take Measures against Indonesia or Not, the Netherlands in the Autumn of 1948

Summary of Part I

A Quantitative Study of Arguments

The Decision Rules Are Universal

The Quality of the Arguments

Explanation of the Individual Decision-Makers' Argumentations

Factors in the Specification of Strategies

Factors in the Specification of Outcomes

Factors in the Use of Argumentation Rules

Summary of Part II

Appendix 1: Guidelines for the Construction of Decision Trees

Appendix 2: Assessing Coding Reliability

Appendix 3: Detection of Decision Rules from Interviews


Subject Index

Name Index

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