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Soviet Negotiation Style

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on 29 October 2014

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Transcript of Soviet Negotiation Style

Soviet
Negotiation
Style

Oscar Bertron
Cristina Botero
Santiago Cardona
Sebastián Castro

HISTORY
"Whats mine its mine and yours is negotiable"
Joseph Stalin

WWI
HISTORY
WORLD WAR II
Simeon Timoshenko
Joseph Stalin
Battle of Stalingrad 1942


"Comrades we will not negotiate with animals,
the enemy has no vote, no voice with us, the
Mother Russia will prevail and the glorious army
will succeed. "
Tzar Nicholas II
High inflation
Famines
Repression, new ideologies
Lenin
"A lie told often becomes the truth"
Lenin
HISTORY
COLD WAR
METHODS
1.EXTREME INITIAL POSITIONS
Stalin complaints, demands, that finally got accepted by Roosevelt and Churchill in 1941.
Recognition of Russian borders including Polish territory.

NOW A DAY:

Defensive positions, claims,
no human power makes the
other part change his mind.
"Cuban Missile Crisis" 1962
Manipulation of emotions.
They agreed secretly to maintain their
image to the world.

METHODS
2. MINIMIZE CONCESSIONS

Soviets didn't seek for solutions, but obstruction.
For Soviets, making concessions was a sign of weakness.
Expansion of theory in North Vietnam War.
Now A Day:

The oponents are the ones who give concessions to this type of negotiatiors.
METHODS
3. What's mine its mine, what's yours is negotiable
Joseph Stalin
He negotiated without compromising his properties.
Negotiations had to gain in their favor.
Now A Day:
Authoritarian style
Dominant behaviour.
Selfish negotiator.
METHODS
METHODS
METHODS
METHODS
METHODS
5.Limited Authority
"There is no better negotiatior than the messenger"
Soviets used the messengers as scapegoats
"chivos expiatorios" terrorizing their
own negotiatiors and they could be
dismissed or "purged".


Now A Day:

Ambiguous ethic tactics.
Use of middlemen in ilegal
negotiations.

6. Do Not Show Any Deadline
Negotiations of Yalta.
Manipulated everything pressuring with time.
Now A Day:
Trade Unions
7.Threaten to obtain results
"If you can not convince your enemies then threaten them, they finally give in " Если можете
Cuban missile Crisis
Kruschev threaten British with nuclear bombs to "erase the country from the map"
Now A Day:
North Korean threatens.
8. Never taking the first step.


Vietnam War, U.S. Government phased
withdrawal.
North Vietnam grew their army and waited until
until U.S declined.



Now A Day:
Ambiguous ethical tactic,
not revealing BATNA.
METHODS
9.Physical and psychological challenge


Now A Day:
4. The power of blackmail.


Molotov, great gift to irritate people.
Psychological blackmail.
He wanted people to offer him benefits in order to
consider the negotiation.
Now A Day:

Ambiguos Ethical tactic manipulating emotions.
Russia with Ukraine crisis.
How to negotiate
1. Make them believe they have the power but don't give
in.

2. Avoid direct confrontations.

3. Letting them express themself, satisfy their ego.

4. Be very patient and don't show any rush.

5. Do not fall into their tactics, anticipate their moves.

6. Controlling emotions no matter what.

Ex: British proposed them to negotiate drinking Vodka.

"The most dangerous man is the one that has nothing to lose. "
Yalta: Roosevelt arrived by plane, flew to snowy
Crimea, went 5 hours in car, and arrived mortally ill.
He died 2 months later.
Causing exteme stress, psychological
stress, shouting,
storming out of the room.
Full transcript