2010
The Sources of Iranian Negotiating Behavior
This analysis identifies critical elements of Iranian culture that have been systematically ignored by policymakers for decades. The author considers that to be unfortunate because it is a precise understanding of these cultural cues that should guide policy objectives toward the Iranian government. Some of these cultural elements, as this paper explains, include privileging strength in a leader over having him comply with a moral and ethical code, seeing compromise as a form of submission and weakness, and believing in the concept of ketman (dissimulation).
© 2010 Jerusalem Center for Public Affairs (JCPA)
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Harold Rhode
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