RUSSIAN TACTICS IN INTERNATIONAL NEGOTIATIONS: A GUIDE FOR AMERICAN NEGOTIATORS

• Document Type: CREST
• Collection: General CIA Records
• Document Number (FOIA) /ESDN (CREST): CIA-RDP78-02771R000300020001-3
• Release Decision: RIPPUB
• Original Classification: K
• Document Page Count: 40
• Document Creation Date: December 19, 2016
• Document Release Date: December 8, 2003
• Sequence Number: 1
• Publication Date: January 1, 1953
• Content Type: REPORT

OSD REVIEW
Approved For Release 20041 PL%jVLRDP78-02771 R000300020001-3
25X1
R SSIAN T; CTICS IN INT RNATIONAL NEGOTIATIONS:
A GUIDE Fort A "LRICAYNI NEGOTIATORS
by
John Martin Cates, Jr.
Department of State
The National "'ar College
Washington '26, D. C.
First- Semester, 1952-53
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Approved For Release 2004/01/15 : CIA-RDP78-02771 R000300020001-3
 Approved For Release 7718000300020001-3
RUSSD N TACTICS IN Ii Ei :'~ TiCa1AL NEGOTIATION
A GU DE tort 111i~RICiiIV I EGOTIATOHS
TABLE tai' C0!,iT i7 TS
Page
NTIm er
Chanter I - fvTRODUCTICN ................................ 1
II - I N(3,7 THE FUI~al'J1-. 'iTALS k- NEGoTIATICN........ 6
Patience...... ...............?............. 6
Knowledge of the Rules of Procedure........ 7
Language 3arr4-ers and Difficulties........ 6 12
Need for a Positive and Firm Position
on the Points -mportant to your
Delegation.... ......................e.....
14
III - R IOW THE TACTICS OF NEGOTIATION .............
14
Limit Interventions to Important Points....
15
Keep Proposals Simple ......................
16
Submit Proposals in TWWritirlg.
.
17
Hold Firmly to a Proposal On
at Least Until Circur,istanc e
New Evident.; 1; Bought For
ce Made,
s Change or
w d...........
18
Assessment of Tile Soviet Position..........
21
Strategy of th. Private vs. the
Public Approach,.~ ........................
22
The "Horse-Trading" or Quid Pro
f uo Approach.. ............................
24
Be Prepared to 1ak? Concessions to the
Soviets or to agree with Soviet
Proposals etc...... s.s .................... 26
Avoid Agreements in Principle.............. 28
General Considerations..................... 29
IT - I IOC YOUR OPPONE T .......................... 30
Introduction.e......+.e......a.e...,....... 30
Russian HistorLr, Social Conditions and
Marxian Dialectic.... ...?.....e........... 31
RecoCr.ize the aiv ;rr;ercies Between the
American and ."nviet Political, Eco-
nomic and Docial Systems...0090 ... 06.0*000 31
Recognize the ?xistence of Soviet Hosti-
lity Towards i;ie United States............ 33
Soviet Talkatho;ns area Tactics of Fill-
+ C
busier...ale...w........e ..............e.. 35
Inflexibility of Soviet Conference In-
structions .s..?.......... +.+........e....? 36
38
Soviet Conference I'raC