Reflections on Soviet and American Negotiating Behavior

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Abstract
Negotiation, the essential activity of diplomats, is an important phase in the process of shaping and executing foreign policy.* “Il faut négocier, négocier et toujours négocier,” suggested Talleyrand. Sir Harold Nicolson has even expressed the wish that the word “negotiation” be substituted for the word “diplomacy” because of the disagreeable flavor of the latter to many people. Success or failure of foreign policy is greatly influenced by the skill of negotiators, whose behavior can be more important for the course of history than is generally recognized. The skill of a negotiator, however, is determined not only by personal ability, but, more importantly, by the total political context, domestic and foreign, within which he operates.

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