The Art of the Deal
I’m a great negotiator. It’s something I also enjoy. Since
most of my professional life has involved negotiation – that’s a bonus! I’m not
sure where the skill comes from – perhaps it’s part of my DNA, perhaps it’s
part of the middle-child syndrome. Perhaps it’s something I’ve learned along
the way. (Thanks to the 1987 book by the [pre-crazy] Donald Trump which I devoured!) I loved
sitting with my Dad negotiating with the car dealer in the 1970’s as a pre-teen
on the purchase of their Datsun. Decades later I fumed when I learned my
parents had bought a car based on its sticker price, without negotiation. Turns
out they were buying the car from a Church friend and the small amount of money
that might have been saved through a hard-nosed price discussion was far
outweighed by the value they put on the relationship. My parent were right (as
always). On occasions when the car needed service or something happened the
dealer took exceptional care of them based not on what they paid for the car,
but based on their relationship. Would it be that all deals ended so well.
My own negotiating style reflects the heritage of my parents
and thrives in the context of my running a charity. It’s a “win-win-win”
philosophy where I try to find ways for everybody involved in a deal can walk
away with something in the “win” column. I’m also a fervent believer that if a
deal is bad, if it causes harm to one of the parties – then it’s up to that
party to walk away. It’s right in line with my Libertarian personal-responsibility
ethos, but it’s also common sense.
The political world both in the United States and around the
world are agog these first weeks of July 2015 with the announcement of a nuclear deal with Iran. Some describe the deal as the biggest diplomatic
coup in a generation; others see it as a capitulation to the very core of
American strength and power. In reality the critics are both right.
My understanding of the nuances of the months-long
negotiations that produced the deal is elementary at best. The overall points
make sense – inspections, restrictions and demolition of existing programs to eliminate
Iran’s ability to “get the bomb.” In exchange Iran gets some relief from
economic sanctions and has a pathway to join the world as an equal. Is it a good deal? I don’t know. As an
anti-war pacifist, any deal where the risk of nuclear annihilation is mitigated
is a good deal.
President Obama has been a “take-no-prisoners” negotiator
domestically. He may have evolved to that stance after the Republican “our way
or the highway” approach to legislation. It may just be his style. The result
has been a bitterly divided and unproductive Congressional process that
reflects the deep divides of the country. The Obama administration has also had
a penchant for war and conflict – opting for killing over compromise (while
claiming the opposite in its propaganda). And my particular pet peeve: the
President himself maintains a kill list where he alone chooses who lives or dies.
So there is a long documented and established practice by this administration/government
where diplomacy and peace are at best secondary and often tertiary.
It is difficult enough to negotiate between staunchly
opposing parties who don’t trust each other. In this case there were many
countries and many interests involved. Now, for the first time, 635 American
legislators are going to weigh in. Many will want to re-negotiate elements of the
deal that they don’t like. As a passionate advocate and believer in
transparency, the more Congress and the American people know the better. As a
long time strategist and negotiator it’s unfathomable to have that many people
and interests involved in a large complex deal. It’s also not how the U.S.
Government is set up to manage international affairs. Congress’ impact on the
Iran situation may further complicate the result, but makes the art of any
other deal for any other issue in the future nearly impossible. The American
Government is set up with branches that have pre-defined roles, for the sake of
the country and the sake of the art of the deal, let’s keep those clear.
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