

Currently released so far... 12689 / 251,287
Browse latest releases
2010/12/01
2010/12/02
2010/12/03
2010/12/04
2010/12/05
2010/12/06
2010/12/07
2010/12/08
2010/12/09
2010/12/10
2010/12/11
2010/12/12
2010/12/13
2010/12/14
2010/12/15
2010/12/16
2010/12/17
2010/12/18
2010/12/19
2010/12/20
2010/12/21
2010/12/22
2010/12/23
2010/12/24
2010/12/25
2010/12/26
2010/12/27
2010/12/28
2010/12/29
2010/12/30
2011/01/01
2011/01/02
2011/01/04
2011/01/05
2011/01/07
2011/01/09
2011/01/10
2011/01/11
2011/01/12
2011/01/13
2011/01/14
2011/01/15
2011/01/16
2011/01/17
2011/01/18
2011/01/19
2011/01/20
2011/01/21
2011/01/22
2011/01/23
2011/01/24
2011/01/25
2011/01/26
2011/01/27
2011/01/28
2011/01/29
2011/01/30
2011/01/31
2011/02/01
2011/02/02
2011/02/03
2011/02/04
2011/02/05
2011/02/06
2011/02/07
2011/02/08
2011/02/09
2011/02/10
2011/02/11
2011/02/12
2011/02/13
2011/02/14
2011/02/15
2011/02/16
2011/02/17
2011/02/18
2011/02/19
2011/02/20
2011/02/21
2011/02/22
2011/02/23
2011/02/24
2011/02/25
2011/02/26
2011/02/27
2011/02/28
2011/03/01
2011/03/02
2011/03/03
2011/03/04
2011/03/05
2011/03/06
2011/03/07
2011/03/08
2011/03/09
2011/03/10
2011/03/11
2011/03/13
2011/03/14
2011/03/15
2011/03/16
2011/03/17
2011/03/18
2011/03/19
2011/03/20
2011/03/21
2011/03/22
2011/03/23
2011/03/24
2011/03/25
2011/03/26
2011/03/27
2011/03/28
2011/03/29
2011/03/30
2011/03/31
2011/04/01
2011/04/02
2011/04/03
2011/04/04
2011/04/05
2011/04/06
2011/04/07
2011/04/08
2011/04/09
2011/04/10
2011/04/11
2011/04/12
2011/04/13
2011/04/14
2011/04/15
2011/04/16
2011/04/17
2011/04/18
2011/04/19
2011/04/20
2011/04/21
2011/04/22
2011/04/23
2011/04/24
2011/04/25
2011/04/26
2011/04/27
2011/04/28
2011/04/29
2011/04/30
2011/05/01
2011/05/02
2011/05/03
2011/05/04
2011/05/05
2011/05/06
2011/05/07
2011/05/08
2011/05/09
2011/05/10
2011/05/11
2011/05/12
2011/05/13
2011/05/14
2011/05/15
2011/05/16
2011/05/17
2011/05/18
2011/05/19
Browse by creation date
Browse by origin
Embassy Athens
Embassy Asuncion
Embassy Astana
Embassy Asmara
Embassy Ashgabat
Embassy Apia
Embassy Ankara
Embassy Amman
Embassy Algiers
Embassy Addis Ababa
Embassy Accra
Embassy Abuja
Embassy Abu Dhabi
Embassy Abidjan
Consulate Auckland
Consulate Amsterdam
Consulate Adana
American Institute Taiwan, Taipei
Embassy Bujumbura
Embassy Buenos Aires
Embassy Budapest
Embassy Bucharest
Embassy Brussels
Embassy Bridgetown
Embassy Bratislava
Embassy Brasilia
Embassy Bogota
Embassy Bishkek
Embassy Bern
Embassy Berlin
Embassy Belmopan
Embassy Belgrade
Embassy Beirut
Embassy Beijing
Embassy Banjul
Embassy Bangkok
Embassy Bandar Seri Begawan
Embassy Bamako
Embassy Baku
Embassy Baghdad
Consulate Barcelona
Embassy Copenhagen
Embassy Conakry
Embassy Colombo
Embassy Chisinau
Embassy Caracas
Embassy Canberra
Embassy Cairo
Consulate Curacao
Consulate Ciudad Juarez
Consulate Chennai
Consulate Casablanca
Consulate Cape Town
Consulate Calgary
Embassy Dushanbe
Embassy Dublin
Embassy Doha
Embassy Djibouti
Embassy Dili
Embassy Dhaka
Embassy Dar Es Salaam
Embassy Damascus
Embassy Dakar
Consulate Dubai
Embassy Helsinki
Embassy Harare
Embassy Hanoi
Consulate Ho Chi Minh City
Consulate Hermosillo
Consulate Hamilton
Consulate Hamburg
Consulate Halifax
Embassy Kyiv
Embassy Kuwait
Embassy Kuala Lumpur
Embassy Kinshasa
Embassy Kingston
Embassy Kigali
Embassy Khartoum
Embassy Kathmandu
Embassy Kampala
Embassy Kabul
Consulate Kolkata
Embassy Luxembourg
Embassy Luanda
Embassy London
Embassy Ljubljana
Embassy Lisbon
Embassy Lima
Embassy Lilongwe
Embassy La Paz
Consulate Lahore
Consulate Lagos
Mission USOSCE
Mission USNATO
Mission UNESCO
Embassy Muscat
Embassy Moscow
Embassy Montevideo
Embassy Monrovia
Embassy Minsk
Embassy Mexico
Embassy Mbabane
Embassy Maputo
Embassy Manila
Embassy Manama
Embassy Managua
Embassy Malabo
Embassy Madrid
Consulate Munich
Consulate Mumbai
Consulate Montreal
Consulate Monterrey
Consulate Milan
Consulate Melbourne
Embassy Nicosia
Embassy Niamey
Embassy New Delhi
Embassy Ndjamena
Embassy Nassau
Embassy Nairobi
Consulate Naples
Consulate Naha
Embassy Pristina
Embassy Pretoria
Embassy Prague
Embassy Port Of Spain
Embassy Port Louis
Embassy Port Au Prince
Embassy Phnom Penh
Embassy Paris
Embassy Paramaribo
Embassy Panama
Consulate Peshawar
REO Basrah
Embassy Rome
Embassy Riyadh
Embassy Riga
Embassy Reykjavik
Embassy Rangoon
Embassy Rabat
Consulate Rio De Janeiro
Consulate Recife
Secretary of State
Embassy Suva
Embassy Stockholm
Embassy Sofia
Embassy Skopje
Embassy Singapore
Embassy Seoul
Embassy Sarajevo
Embassy Santo Domingo
Embassy Santiago
Embassy Sanaa
Embassy San Salvador
Embassy San Jose
Consulate Strasbourg
Consulate St Petersburg
Consulate Shenyang
Consulate Shanghai
Consulate Sapporo
Consulate Sao Paulo
Embassy Tunis
Embassy Tripoli
Embassy Tokyo
Embassy The Hague
Embassy Tel Aviv
Embassy Tehran
Embassy Tegucigalpa
Embassy Tbilisi
Embassy Tashkent
Embassy Tallinn
Consulate Toronto
Consulate Tijuana
USUN New York
USEU Brussels
US Office Almaty
US Mission Geneva
US Interests Section Havana
US Delegation, Secretary
UNVIE
Embassy Ulaanbaatar
Embassy Vilnius
Embassy Vienna
Embassy Vatican
Embassy Valletta
Consulate Vladivostok
Consulate Vancouver
Browse by tag
AF
ASEC
AR
AEMR
AMGT
AE
AU
AID
AORC
APER
AS
AM
AFIN
AMED
AJ
AGR
ACOA
ANET
ASIG
ABLD
AL
AA
APECO
AGAO
AY
AGMT
APEC
AINF
AG
ACS
AECL
AFFAIRS
ABUD
ASUP
ADANA
AADP
AMCHAMS
ARF
ASEAN
ADPM
ATRN
ALOW
APCS
ADCO
ACAO
AORG
AROC
AO
AODE
ACABQ
AX
AMEX
AFGHANISTAN
AZ
AND
ARM
AQ
ATFN
AMBASSADOR
ACBAQ
AFSI
AFSN
AC
AUC
ASEX
AER
AVERY
AGRICULTURE
ASCH
AFU
AMG
ATPDEA
ASECKFRDCVISKIRFPHUMSMIGEG
AORL
ADM
AN
AIT
BU
BR
BL
BO
BA
BB
BG
BM
BBSR
BH
BEXP
BK
BD
BTIO
BT
BE
BY
BF
BX
BP
BRUSSELS
BILAT
BIDEN
BC
BMGT
BWC
BN
BTIU
CH
CG
CF
CU
CE
CVIS
CASC
CO
CS
CA
CIDA
CBW
CW
CMGT
CI
CODEL
CY
CPAS
CJAN
CD
CWC
CDG
CIA
CL
CROS
CAPC
CTR
CT
CR
CBSA
CEUDA
COM
CFED
CV
CACS
CARSON
CLINTON
CN
CONS
CM
CAC
CIC
COPUOS
CDC
CONDOLEEZZA
CICTE
COUNTER
COUNTRY
CBE
CKGR
CHR
CVR
COUNTERTERRORISM
CITEL
CLEARANCE
COE
CARICOM
CB
CSW
CITT
CACM
CDB
CJUS
CTM
CAN
CLMT
CBC
CNARC
CIS
EG
EZ
EUN
ECON
ETRD
ECPS
EFIN
ENRG
ETTC
EPET
EINV
EAID
EAIR
EWWT
EU
EAGR
EC
ELAB
EIND
EN
EMIN
ESENV
ENNP
EFIS
ELTN
ET
ECIN
EFTA
ES
EINT
EI
ENGR
ETRDEINVECINPGOVCS
ENVI
ETRDECONWTOCS
ECINECONCS
ELN
ELECTIONS
ENVR
EXTERNAL
EXIM
ETRO
ENIV
ESA
ER
EK
EUR
EFINECONCS
EUMEM
EUREM
EPA
ERNG
ENERG
ECA
ETRC
EINVEFIN
ETC
EAP
ECONOMY
EINN
ECONOMIC
EXBS
ECUN
ENGY
ECONOMICS
EIAR
EINDETRD
ECONEFIN
EURN
EDU
ETRDEINVTINTCS
ECIP
EFIM
EAIDS
EREL
EINVETC
ECONCS
ETRA
EAIG
EUC
ERD
ETRN
EINVECONSENVCSJA
EEPET
EUNCH
IS
IZ
IR
IC
IO
IN
ID
IGAD
IT
ILC
IAEA
ITU
ICAO
IMO
IBRD
IMF
ICJ
IAHRC
ITF
INRA
INRO
IWC
IQ
IV
ICRC
ICTY
INRB
IEFIN
ILO
ITRA
ITALY
IBET
ISRAELI
IL
INTELSAT
IRC
IDP
ICTR
IRAQI
IPR
IIP
INMARSAT
ITPGOV
ITALIAN
INTERNAL
IRS
IA
INTERPOL
IEA
INR
IZPREL
IRAJ
IF
ITPHUM
ISRAEL
IACI
INDO
IDA
ISLAMISTS
KSPR
KNNP
KWBG
KAWK
KISL
KPAO
KN
KS
KIPR
KCRM
KDEM
KIRF
KJUS
KHLS
KSCA
KOMC
KAWC
KV
KFRD
KWMN
KTIP
KPWR
KSUM
KGHG
KTIA
KTFN
KIRC
KCOR
KACT
KMDR
KGIC
KOLY
KUNR
KIDE
KMPI
KPKO
KCFE
KVPR
KRAD
KPAL
KFRDCVISCMGTCASCKOCIASECPHUMSMIGEG
KTEX
KTDB
KFSC
KZ
KSEP
KFLU
KE
KU
KPLS
KRVC
KRIM
KSTH
KG
KFLO
KPOA
KICC
KDDG
KPRV
KTBT
KBCT
KSAF
KMOC
KDRG
KBIO
KREC
KSTC
KVRP
KBTR
KMIG
KENV
KNSD
KCGC
KWAC
KFRDKIRFCVISCMGTKOCIASECPHUMSMIGEG
KWMM
KPRP
KNEI
KPAI
KO
KVIR
KX
KMCA
KCRS
KMFO
KID
KCIP
KNAR
KR
KCRCM
KBTS
KSEO
KHDP
KFIN
KOCI
KGIT
KNUP
KPAONZ
KNUC
KNNPMNUC
KERG
KSCI
KTLA
KHIV
KCSY
KTRD
KMRS
KNPP
KJUST
KCMR
KTER
KRCM
KCFC
KSAC
KCHG
KREL
KFTFN
KCOM
KLIG
KDEMAF
KAID
KGCC
KICA
KHUM
KSEC
KPIN
KESS
KDEV
KWWMN
KOM
KWNM
KRFD
KRGY
KIFR
KWMNCS
KPAK
KOMS
KHSA
MPOS
MOPS
MARR
MTCR
MNUC
MASS
MX
MCAP
MAR
MTRE
MASC
MK
MG
MTCRE
MI
MD
MA
MO
MY
MU
ML
MRCRE
MAS
MEDIA
MC
MR
MIL
MW
MARAD
MAPP
MZ
MP
MOPPS
MTS
MLS
MILI
MEPN
MEPI
MEETINGS
MERCOSUR
MT
MCC
MIK
MAPS
MV
MILITARY
MDC
MEPP
MASSMNUC
MUCN
MQADHAFI
NATO
NG
NL
NZ
NT
NW
NO
NU
NS
NPT
NASA
NI
NK
NSG
NE
NORAD
NAFTA
NP
NATIONAL
NSSP
NSF
NA
NGO
NV
NR
NDP
NIPP
NZUS
NH
NC
NEW
NRR
NAR
NATOPREL
NPG
NSC
NPA
NSFO
OPDC
OPRC
OEXC
OTRA
ODIP
OIIP
OVIP
OPIC
OPCW
OAS
OREP
OSCE
OSCI
OES
OFDP
OECD
OCS
OIC
OPAD
OVP
OHUM
OFFICIALS
OIE
OTR
OMIG
OSAC
OBSP
OFDA
ON
OCII
PREL
PGOV
PARM
PINR
PTER
PHUM
PK
PREF
PM
PHSA
PA
PINS
PE
PBTS
PCI
PO
PL
POGOV
PAK
PEL
PGIV
PROP
PP
PBIO
POL
POLITICS
POLICY
PINL
PBT
PMIL
POV
PTBS
PG
POSTS
PALESTINIAN
PROV
PNAT
PINF
PRL
PAS
PDOV
PRAM
PREO
PAHO
PHUMPGOV
PAO
PREFA
PSI
POLITICAL
PAIGH
PARMS
PROG
PTERE
PRGOV
PORG
PS
PGOF
PKFK
PSOE
PEPR
PPA
PINT
PMAR
PRELP
PNG
PFOR
PUNE
PGOVLO
PHUMBA
PSEPC
PNR
POLINT
PGOVE
PHALANAGE
PARTY
PDEM
PECON
PGOC
PY
PLN
PHUH
PF
PHUS
PU
PARTIES
PCUL
PGGV
PSA
PGOVSMIGKCRMKWMNPHUMCVISKFRDCA
PHUMPREL
RS
RU
RW
REACTION
RCMP
RSO
RO
RP
ROOD
RM
ROBERT
RICE
REGION
RSP
RF
RIGHTS
RIGHTSPOLMIL
RUPREL
RELATIONS
RFE
REPORT
SY
SP
SOCI
SMIG
SNAR
SCUL
SC
SU
SO
SI
SENV
SZ
SW
SA
SR
SF
SEVN
SN
STEINBERG
SEN
SG
SYR
SWE
SK
SH
SNARCS
SAARC
SNARIZ
SPCE
SARS
SNARN
SCRS
SYRIA
SL
SENVKGHG
SAN
ST
SIPDIS
SSA
SPCVIS
SOFA
SANC
SHI
SHUM
SIPRS
TSPA
TSPL
TU
TBIO
TRGY
TPHY
TS
TP
TW
TBID
TI
TF
TZ
TD
TT
TN
TNGD
TC
TX
TH
TL
TIP
THPY
TV
TK
TERRORISM
TO
TRSY
TURKEY
TINT
TFIN
TAGS
TR
US
UNSC
UNGA
UK
UP
UNCHC
UN
UNMIK
UNCSD
UY
USTR
USOAS
UNHRC
UNFCYP
UG
UNAUS
UNESCO
UNIDROIT
UNO
UV
UNHCR
USUN
UZ
USNC
UNCHR
UNCND
UNEP
USEU
USPS
USAID
UE
UNVIE
UAE
UNDP
UNODC
UNCHS
UNFICYP
UNDESCO
UNC
UNPUOS
UNDC
UNICEF
Browse by classification
Community resources
courage is contagious
Viewing cable 79TEHRAN8980, NEGOTIATIONS
If you are new to these pages, please read an introduction on the structure of a cable as well as how to discuss them with others. See also the FAQs
Understanding cables
Every cable message consists of three parts:
- The top box shows each cables unique reference number, when and by whom it originally was sent, and what its initial classification was.
- The middle box contains the header information that is associated with the cable. It includes information about the receiver(s) as well as a general subject.
- The bottom box presents the body of the cable. The opening can contain a more specific subject, references to other cables (browse by origin to find them) or additional comment. This is followed by the main contents of the cable: a summary, a collection of specific topics and a comment section.
Discussing cables
If you find meaningful or important information in a cable, please link directly to its unique reference number. Linking to a specific paragraph in the body of a cable is also possible by copying the appropriate link (to be found at theparagraph symbol). Please mark messages for social networking services like Twitter with the hash tags #cablegate and a hash containing the reference ID e.g. #79TEHRAN8980.
Reference ID | Created | Released | Classification | Origin |
---|---|---|---|---|
79TEHRAN8980 | 1979-08-13 04:58 | 2010-11-28 18:00 | CONFIDENTIAL | Embassy Tehran |
R 130458Z AUG 79
FM AMEMBASSY TEHRAN
TO SECSTATE WASHDC 3182
C O N F I D E N T I A L SECTION 01 OF 02 TEHRAN 08980
E.O. 12065: GDS 8/12/85 (TOMSETH, VICTOR L.) OR-P
TAGS: PEPR IR
SUBJECT: NEGOTIATIONS
¶1. (C - ENTIRE TEXT).
¶2. 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. THUS, FOR EXAMPLE, IT
IS INCOMPREHENSIBLE TO AN IRANIAN THAT U.S. IMMIGRATION
LAW MAY PROHIBIT ISSUING HIM A TOURIST VISA WHEN HE HAS
DETERMINED THAT HE WANTS TO LIVE IN CALIFORNIA.
SIMILARLY, THE IRANIAN CENTRAL BANK SEES NO INCONSISTENCY
IN CLAIMING FORCE MAJEURE TO AVOID PENALTIES FOR LATE
PAYMENT OF INTEREST DUE ON OUTSTANDING LOANS WHILE THE
GOVERNMENT OF WHICH IT IS A PART IS DENYING THE VAILIDITY
OF THE VERY GROUNDS UPON WHICH THE CLAIM IS MADE WHEN
CONFRONTED BY SIMILAR CLAIMS FROM FOREIGN FIRMS FORCED
TO CEASE OPERATIONS DURING THE IRANIAN REVOLUTION.
¶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. AN EXAMPLE IS THE SEEMINGLY SHORTSIGHTED AND
HARASSING TACTICS EMPLOYED BY THE PGOI IN ITS NEGOTIATIONS
WITH GTE.
¶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.
AGAIN, YAZDI CAN EXPRESS SURPRISE WHEN INFORMED THAT THE
IRREGULAR SECURITY FORCES ASSIGNED TO THE EMBASSY REMAIN
IN PLACE. "BUT THE CENTRAL COMMITTEE TOLD ME THEY
WOULD GO BY MONDAY," HE SAYS. AN MFA OFFICIAL REPORTS
THAT THE SHERRY CASE IS "90 PERCENT SOLVED," BUT WHEN
A CONSULAR OFFICER INVESTIGATES HE DISCOVERS THAT NOTHING
HAS CHANGED. THERE IS NO RECOGNITION THAT INSTRUCTIONS
MUST BE FOLLOWED UP, THAT COMMITMENTS MUST BE ACCOMPANIED
BY ACTION AND RESULTS.
¶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.
LAINGEN
CONFIDENTIAL