Negotiation in the New Strategic Environment: Lessons from Iraq


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With thousands of negotiations being conducted by U.S. soldiers in Iraq – from junior to senior leaders – the aggregate effect of successful or failed negotiations has an impact on the ability of the U.S. military to accomplish its mission there as well as meet American strategic goals.

The author of this strategic paper, David M. Tressler, an attorney in Chicago and a military intelligence officer in the U.S. Army Reserve, argues that the military’s strategic success in the future may increasingly depend on an expanded range of training that includes negotiation skills and practice. By analyzing the negotiating experience of U.S. Army and Marine Corps officers in Iraq, he offers recommendations to improve negotiating effectiveness and predeployment negotiation training.

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