In This Review

A Game for High Stakes: Lessons Learned in Negotiating with the Soviet Union
A Game for High Stakes: Lessons Learned in Negotiating with the Soviet Union
By Leon Sloss and M. Scott Davis
Ballinger, 1986, 200 pp
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Rounding up some veteran negotiators on the U.S. side from such negotiations as those on SALT, MBFR, the Comprehensive Test Ban and the CSCE in order to distill the lessons of their experience was an excellent idea, or so it would seem from the resulting volume. They discuss Soviet negotiating style and tactics, best described as "tenacious," but often dependent upon an initial American proposal, as well as the appropriate U.S. response, which should include patience, clarity of objectives and broad domestic support. Along the way there are many interesting insights into such matters as the use of "back channels," informal soundings and the setting of deadlines. An original and most useful book, sponsored by the Roosevelt Center for American Policy Studies, which should be read by all present and future negotiators.