Negotiating With The Soviets
By Raymond F. Smith
Indiana University Press, 1989, 148 pp.
Are the doctrines and tactics of Soviet diplomacy also changing as the Soviet establishment is shaken up by the Gorbachev revolution? Raymond Smith draws on the experience and writings of others, on his own dealings with Soviet representatives in the course of his duties as a foreign service officer in Moscow and Washington, and on an exploration into Russian/Soviet political culture and ideology. Generalizations about national character and mind-set are surely subject to exceptions, but 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.