|About the Book|
Written by an author intimately familiar with the Persian language, history, and customs, this unique work addresses and sets aside many false but widespread preconceptions about Iran, Iranians, and Iranian culture. A useful addition to theMoreWritten by an author intimately familiar with the Persian language, history, and customs, this unique work addresses and sets aside many false but widespread preconceptions about Iran, Iranians, and Iranian culture. A useful addition to the literature on Iranian negotiating technique, style, and expectations, and a stand-alone book on the subject, this study is very timely. Iran has emerged as a regional power- on many crucial issues the United States and Iran are at a loggerhead- and the new American administration intends to launch on direct engagement with Iran. For Americans, understanding Iranian negotiating behavior is clearly critical at this juncture.—Haleh Esfandiari, Woodrow Wilson International Center for ScholarsAs the United States weighs a change of approach toward the Iranian government after thirty years of confrontation, John Limbert steps up with a pragmatic yet positive assessment of how to engage Iran. Through four detailed case studies of past successes and failures, he draws lessons for today’s negotiators, and he challenges both Americans and Iranians to end decades of mutually hostile mythmaking. While he acknowledges that any progress at best will be measured in baby steps, Limbert provides clear reasons for renewing dialogue and outlines 14 principles to guide the American who finds himself in a negotiation—commercial, political, or other—with an Iranian counterpart.John Limbert writes from a personal and professional perspective, combining a deep appreciation and knowledge of Iranian culture and history, first-hand diplomatic experience, and an understanding of what it means to negotiate for the lives of Americans. Anyone interested in understanding U.S.-Iranian history and relations will find this volume invaluable.This volume is part of the Institutes Cross-Cultural Negotiation Series.