0 - The Black Vault

STHE
BDM CORPORATIOr"
mi;~d the fact that communist negotiators will be intransigent and
uny'elding if they perceive a military, political, Dsychologi:al
or economic edge over their advcrsaries,
4 Other peoples are not as time-conscious as Americans. Our adversaries
are likely to take aavantage of this fact by attempting t,)
outlast rather thaoi outfight the US., As long as they can avoio
defeat, therefore, they can hope to force the US to give up,
Recommendations on How t',e US Should Approach and Conduct
Negotiations in the Future
Should the US find itself facing negotiations in the future, it
is recommended that they be approacned and conducted as follows:
* Top caliber career diplomats and military personnel should be
zelected for alternate specialty training in the planning, protocols,
and conduct of negotiations, Special emphasis should be
placed on lessons learned from negotiating with the communists
since W•'II.
[ The Department of State should reassess the extent to which
diplomatic linguistics have been devaluated in
this century and
should train its diplomats to deaI linguistically with monolithic
authoritarian negotiating positions.
. Negotiations should employ the technique so successfully used in
Paris of maintaining open talks concurrent with secrer sessions.
9 For any given specific negotiation, it is recommended that tne
USG:
so
choose a principal negotiator who has the President's confi--
dence
06 carefully select a special team of well-trained negotiators
(including personnel who
philosophy,
facing).
are familiar with the language,
history and culture of the enemy they will be
se
so
make maximum -ise of private sessions
make a maximutq effort to gain the initiative in the talks
7-69