Wikileaks: How to negotiate with Iranians (1979)

Here's a notable cable, from 1979 - in the wake of the Islamic revolution in Iran - on how Iranians think, and what precautions diplomats need to take in negotiating with Iranians.

INTRODUCTION: RECENT NEGOTIATIONS IN WHICH THE EMBASSY HAS BEEN INVOLVED HERE, RANGING FROM COMPOUND SECURITY TO VISA OPERATIONS TO GTE TO THE SHERRY CASE, HIGHLIGHT SEVERAL SPECIAL FEATURES OF CONDUCTING BUSINESS IN THE PERSIAN ENVIRONMENT. IN SOME INSTANCES THE DIFFICULTIES WE HAVE ENCOUNTERED ARE A PARTIAL REFLECTION ON THE EFFECTS OF THE IRANIAN REVOLUTION, BUT WE BELIEVE THE UNDERLYING CULTURAL AND PSYCHOLOGICAL QUALITIES THAT ACCOUNT FOR THE NATURE OF THESE DIFFICULTIES ARE AND WILL REMAIN RELATIVELY CONSTANT. THEREFORE, WE SUGGEST THAT THE FOLLOWING ANALYSIS BE USED TO BRIEF BOTH USG PERSONNEL AND PRIVATE SECTOR REPRESENTATIVES WHO ARE REQUIRED TO DO BUSINESS WITH AND IN THIS COUNTRY. END INTRODUCTION.

¶3. PERHAPS THE SINGLE DOMINANT ASPECT OF THE PERSIAN PSYCHE IS AN OVERRIDING EGOISM. ITS ANTECEDENTS LIE IN THE LONG IRANIAN HISTORY OF INSTABILITY AND INSECURITY WHICH PUT A PREMIUM ON SELF-PRESERVATION. THE PRACTICAL EFFECT OF IT IS AN ALMOST TOTAL PERSIAN PREOCCUPATION WITH SELF AND LEAVES LITTLE ROOM FOR UNDERSTANDING POINTS OF VIEW OTHER THAN ONE'S OWN. ...

¶4. THE REVERSE OF THIS PARTICULAR PSYCHOLOGICAL COIN, AND HAVING THE SAME HISTORICAL ROOTS AS PERSIAN EGOISM, IS A PERVASIVE UNEASE ABOUT THE NATURE OF THE WORLD IN WHICH ONE LIVES. THE PERSIAN EXPERIENCE HAS BEEN THAT NOTHING IS PERMANENT AND IT IS COMMONLY PERCEIVED THAT HOSTILE FORCES ABOUND. IN SUCH AN ENVIRONMENT EACH INDIVIDUAL MUST BE CONSTANTLY ALERT FOR OPPORTUNITIES TO PROTECT HIMSELF AGAINST THE MALEVOLENT FORCES THAT WOULD OTHERWISE BE HIS UNDOING. HE IS OBVIOUSLY JUSTIFIED IN USING ALMOST ANY MEANS AVAILABLE TO EXPLOIT SUCH OPPORTUNITIES. THIS APPROACH UNDERLIES THE SOCALLED "BAZAAR MENTALITY" SO COMMON AMONG PERSIANS, A MIND-SET THAT OFTEN IGNORES LONGER TERM INTERESTS IN FAVOR OF IMMEDIATELY OBTAINABLE ADVANTAGES AND COUNTENANCES PRACTICES THAT ARE REGARDED AS UNETHICAL BY OTHER NORMS.

¶5. COUPLED WITH THESE PSYCHOLOGICAL LIMITATIONS IS A GENERAL INCOMPREHENSION OF CASUALITY. ISLAM, WITH ITS EMPHASIS ON THE OMNIPOTENCE OF GOD, APPEARS TO ACCOUNT AT LEAST IN MAJOR PART FOR THIS PHENOMENON. SOMEWHAT SURPRISINGLY, EVEN THOSE IRANIANS EDUCATED IN THE WESTERN STYLE AND PERHAPS WITH LONG EXPERIENCE OUTSIDE IRAN ITSELF FREQUENTLY HAVE DIFFICULTY GRASPING THE INTER-RELATIONSHIP OF EVENTS. WITNESS A YAZDI RESISTING THE IDEA THAT IRANIAN BEHAVIOR HAS CONSEQUENCES ON THE PERCEPTION OF IRAN IN THE U.S. OR THAT THIS PERCEPTION IS SOMEHOW RELATED TO AMERICAN POLICIES REGARDING IRAN. THIS SAME QUALITY ALSO HELPS EXPLAIN PERSIAN AVERSION TO ACCEPTING RESPONSIBILITY FOR ONE'S OWN ACTIONS. THE DEUS EX MACHINA IS ALWAYS AT WORK.

¶6. THE PERSIAN PROCLIVITY FOR ASSUMING THAT TO SAY SOMETHING IS TO DO IT FURTHER COMPLICATES MATTERS. ...

¶6. FINALLY, THERE ARE THE PERSIAN CONCEPTS OF INFLUENCE AND OBLIGATION. EVERYONE PAYS OBEISANCE TO THE FORMER AND THE LATTER IS USUALLY HONORED IN THE BREACH. PERSIANS ARE CONSUMED WITH DEVELOPING PARTI BAZI--THE INFLUENCE THAT WILL HELP GET THINGS DONE--WHILE FAVORS ARE ONLY GRUDGINGLY BESTOWED AND THEN JUST TO THE EXTENT THAT A TANGIBLE QUID PRO QUO IS IMMEDIATELY PRECEPTIBLE. FORGET ABOUT ASSISTANCE PROFERRED LAST YEAR OR EVEN LAST WEEK; WHAT CAN BE OFFERED TODAY?

¶7. THERE ARE SEVERAL LESSONS FOR THOSE WHO WOULD NEGOTIATE WITH PERSIANS IN ALL THIS:

- --FIRST, ONE SHOULD NEVER ASSUME THAT HIS SIDE OF THE ISSUE WILL BE RECOGNIZED, LET ALONE THAT IT WILL BE CONCEDED TO HAVE MERITS. PERSIAN PREOCCUPATION WITH SELF PRECLUDES THIS. A NEGOTIATOR MUST FORCE RECOGNITION OF HIS POSITION UPON HIS PERSIAN OPPOSITE NUMBER.

- --SECOND, ONE SHOULD NOT EXPECT AN IRANIAN READILY TO PERCEIVE THE ADVANTAGES OF A LONG-TERM RELATIONSHIP BASED ON TRUST. HE WILL ASSUME THAT HIS OPPOSITE NUMBER IS ESSENTIALLY AN ADVERSARY. IN DEALING WITH HIM HE WILL ATTEMPT TO MAXIMIZE THE BENEFITS TO HIMSELF THAT ARE IMMEDIATELY OBTAINABLE. HE WILL BE PREPARED TO GO TO GREAT LENGTHS TO ACHIEVE THIS GOAL, INCLUDING RUNNING THE RISK OF SO ALIENATING WHOEVER HE IS DEALING WITH THAT FUTURE BUSINESS WOULD BE UNTHINKABLE, AT LEAST TO THE LATTER.

- --THIRD, INTERLOCKING RELATIONSHIPS OF ALL ASPECTS OF AN ISSUE MUST BE PAINSTAKINGLY, FORECEFULLY AND REPEATEDLY DEVELOPED. LINKAGES WILL BE NEITHER READILY COMPREHENDED NOR ACCEPTED BY PERSIAN NEGOTIATORS.

- --FOURTH, ONE SHOULD INSIST ON PERFORMANCE AS THE SINE QUA NON AT ESH STAGE OF NEGOTIATIONS. STATEMENTS OF INTENTION COUNT FOR ALMOST NOTHING.

- --FIFTH, CULTIVATION OF GOODWILL FOR GOODWILL'S SAKE IS A WASTE OF EFFORT. THE OVERRIDING OBJECTIVE AT ALL TIMES SHOULD BE IMPRESSING UPON THE PERSIAN ACROSS THE TABLE THE MUTUALITY OF THE PROPOSED UNDERTAKINGS, HE MUST BE MADE TO KNOW THAT A QUID PRO QUO IS INVOLVED ON BOTH SIDES.

- --FINALLY, ONE SHOULD BE PREPARED FOR THE THREAT OF BREAKDOWN IN NEGOTIATIONS AT ANY GIVEN MOMENT AND NOT BE COWED BY THE POSSIBLITY. GIVEN THE PERSIAN NEGOTIATOR'S CULTURAL AND PSYCHOLOGICAL LIMITATIONS, HE IS GOING TO RESIST THE VERY CONCEPT OF A RATIONAL (FROM THE WESTERN POINT OF VIEW) NEGOTIATING PROCESS.

I would guess that things are a little different now, only because the Iranian leadership is committed to a policy of lying about and hiding its nuclear program as a state-level function, not merely on the personal plane that this cable is speaking about. But it is still illuminating, and probably not far off from the truth.