How Do Decision-Makers Categorize Significant Others? Evidence from the Kissinger-Chou En-lai Talks.

Although many choice-theoretic models of international interaction makes use the concept of an audience of third parties who witness bilateral interactions and then adjust their own behavior accordingly, very little empirical research has attempted to uncover how decision-makers define and categorize their own audiences. Using near-verbatim transcripts of negotiations between Henry Kissinger and his associates and Chou En-lai and his, I characterize the audience for this dyad based on the content of their conversations. ..PAT.-Unpublished Manuscript [ABSTRACT FROM AUTHOR]