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Source: http://www.israelhayom.com/site/newsletter_opinion.php?id=13365
The Secret of Iran's Success
(Israel Hayom) Ofer Israeli - The Iranian delegation won significant results through its dogged adherence to the four negotiating principles of the Persian bazaar. First, from the Persian point of view, the negotiating process is not designed for facilitating a compromise between the opposing sides. It is also not designed for reaching a middle ground between the sides' original proposals. Its goal is to allow the Persian side to meet its objectives. If not, the negotiating process is delayed until a future date when the conditions are deemed more favorable. In the meantime, the Persians will buy time and learn to live with the situation. Secondly, the only measure for success in negotiations is achieving the goal, which has been predetermined. Any other outcome will be perceived as a defeat, which will eventually be rejected by the highest echelons of power. Iran avoided compromising its goals despite the sanctions imposed on it for years. The Persians held steadfast to their positions until they completely exhausted the opposing negotiators. Third, any compromise on basic principles is considered weakness. Fourth, honesty and truth telling does not apply to the world of international politics. Any problem raised by the other side will be met with a future solution, which will be backed up by impressive promises that will supposedly bridge the gaps, though there is no honest and truthful intention to stick to the deal, which will be violated at a time deemed suitable. Throughout the negotiations, the Iranian representatives operated in accordance with these four principles. Of course, we can identify certain points in time where the Iranian negotiators supposedly gave in, but this was only to create the appearance of a positive dynamic while absolutely adhering to their national interests. Despite the sophistication, guile and resolve exhibited by the Persians, the Islamic Republic can be defeated. One way to do so is to adopt some of the Persian strategies described here. Dr. Ofer Israeli teaches foreign policy decision-making at the Lauder School of Government, Diplomacy and Strategy at the Interdisciplinary Center Herzliya.