Rhetorical entrapment in international negotiations: A new pathway and mechanisms

Abstract

Rhetorical entrapment plays a key – but often overlooked – role in the theory and practice of international relations. In this article, we develop a new pathway and mechanisms of rhetorical entrapment. Our key argument is that current literature has focused too much on normative forms of rhetorical entrapment. Although insightful, this misses empirical forms of rhetorical entrapment. Drawing on Habermasian theory, we suggest that normative and empirical validity claims give rise to alternate pathways and mechanisms of rhetorical entrapment: the normative pathway encapsulates framing, identity and legitimacy; whereas the empirical pathway is mediated by information, reputation and trust. To explore this theoretical argument, we engage in a plausibility probe of international investment agreement negotiations. Drawing upon in-depth interviews with various state negotiators, we find that empirical rhetorical entrapment is pervasive. We document this pathway and mechanisms. We conclude by developing the broader causal and normative implications of our argument.