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Source: https://jcfa.org/americas-strategic-mistake-when-americans-keep-buying-the-same-used-car/
Americans Keep Buying the Same Used Car from Iran
(Jerusalem Center for Security and Foreign Affairs) Oded Ailam - In Washington, negotiations are viewed as a pathway to an agreement. In Tehran, negotiations are viewed as another means of waging conflict. For Americans, an agreement represents the finish line. For the Iranian regime, it is, at most, an interim waypoint. Americans seek a resolution; Iranians seek an advantage. For more than four decades, every time the U.S. has sought progress, the same Iranian "hardliners" have suddenly emerged as obstacles that must be appeased. Another small concession. Another limited sanctions waiver. Another symbolic gesture. Only then, perhaps, can the talks continue. From the Iranian perspective, this is the negotiating strategy. There is little sense of defeat in Tehran. The regime's internal narrative is one of resilience. From the regime's perspective, the mere fact that the world's leading superpower continues to seek its consent constitutes a psychological and strategic victory in its own right. The U.S. increasingly appears to be responding to a tempo set by Tehran. Instead of rewriting the rules of the game, it seeks to negotiate more favorable terms within the existing framework. In nearly every negotiating cycle, Americans convince themselves that an agreement is just around the corner, while Iranian leaders conclude that a little more patience will improve their bargaining position even further. Perhaps the question in Washington should no longer be, "What new proposal should we put forward?" Instead, policymakers should ask, "Why do we continue to assume that the other side views negotiations as serving the same purpose that we do?" An operational alternative does exist. The U.S. possesses ample military capabilities to place overwhelming pressure on the Iranian regime. Rather than pursuing a costly ground invasion, Washington could impose a sustained maritime blockade. Such an approach, however, would require strategic patience, political endurance, and a willingness to absorb retaliatory costs - qualities that successive American administrations have lacked. Consequently, the U.S. will most likely pursue yet another negotiated agreement. The writer, former head of the Counterterrorism Division in the Mossad, is a researcher at the Jerusalem Center.