ABSTRACT
The conceptual relationship between power and bargaining leverage and bargaining success is important. Sometimes negotiation theories use bargaining leverage as synonymous with power. In addition to the bargaining versus conflict-resolution approaches, an important distinction in the body of research on international negotiation can be drawn between descriptive behavioralist and prescriptive rationalist approaches to international negotiation. Rationality is understood in this study as a quality of an agent who makes choices. Rationality expresses itself differently in different kinds of decision-making environments. In a rigid environment, where strategy options and their outcomes are known for certain, rationali is the tendency of an agent to maximize his utility. There are also systematic and predictable deviations from rationality that are relevant to the study of international negotiation. Some are related to institutional structures that mediate hegemonic influence to state bargaining power. The United States superior power resources definitely contributed to its power position and leadership in Indonesia and elsewhere in Southeast Asia.
