(Washington Post) Bilateral negotiations on cyber issues may be starting soon between Russia and the United States, following President Trump’s recent meetings with Russian President Vladimir Putin. Beyond the substantive concerns at stake, what should U.S. negotiators expect from their Russian counterparts in terms of negotiating style and tactics?
Analysts from both the West and Russia have noticed some striking continuity in how Russia approaches international negotiations — going all the way back to Soviet times. Obviously individual negotiators’ personalities differ, and Russians no longer come to the table with a Marxist-Leninist mind-set. But there is a definite Russian negotiating style, most likely taught to generations of students at the Foreign Ministry’s Diplomatic Academy and Moscow State Institute of International Relations (MGIMO).
So what are the most commonly repeated observations about Soviet and Russian negotiating behavior? […]
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