The Soviet style of negotiation

Veteran American negotiators make several observations about US-Soviet weapons talks: The Soviets tend to be reactive, waiting for the United States to take the initiative. Soviet civilian negotiators are much better informed than they once were about US weapons systems and are more in control of a negotiation than the military. But the US delegation still tends to know more about the strategic arsenals of both sides. Although both parties are bound by instructions, the Soviets are on a tighter rein. The Americans have somewhat more flexibility to explore. Patience, perseverance, and an ability to put oneself in the Soviets' shoes are essential to achieving a breakthrough. The Soviets are stiff and tend to engage in polemics. The US does best if it avoids philosophical rejoinder. Informal encounters can be useful in finding out what the Soviets are prepared to give and how to arrive at a pragmatic formula for a successful agreement.

About these ads
Sponsored Content by LockerDome

We want to hear, did we miss an angle we should have covered? Should we come back to this topic? Or just give us a rating for this story. We want to hear from you.

Loading...

Loading...

Loading...

Save for later

Save
Cancel

Saved ( of items)

This item has been saved to read later from any device.
Access saved items through your user name at the top of the page.

View Saved Items

OK

Failed to save

You reached the limit of 20 saved items.
Please visit following link to manage you saved items.

View Saved Items

OK

Failed to save

You have already saved this item.

View Saved Items

OK