Raymond F. Smith "Negotiating With the Soviets."
Smith, a professional diplomat, has made a timely and substantial contribution to a well-explored area.... his prescription for a more 'bipartisan' American foreign policy is especially convincing.
Smith is on solid ground in pointing to the factors of authority, risk-avoidance and control as keys to understanding Soviet negotiating behavior. He does have something new to say, and American diplomats should be listening.
Smith, a professional diplomat, has made a timely and substantial contribution to a well-explored area. He explains the persistent Soviet preoccupation with the "context" of negotiations and the respective "hierarchy" of the partners. The findings are less original than the author's interpretation of the Soviet approach as a synthesis of political culture, ideology, and dialectical reasoning. Soviet continuity of style remains despite Gorbachev's penchant for "initiative" and ability to "compromise." Because of Smith's commitment to promoting "understanding and effectiveness" in U.S.-Soviet exchange rather than notions of "right or wrong," his prescription for more "bipartisan" American foreign policy is especially convincing.
Indiana University Press. Paperback. 1989.
New book. Very minor shelf wear from rubbing.