History and culture of negotiation in Iran

Iran's post-1979 foreign policy has been shaped cultural practices. Concepts like taarof (ritualized politeness), national pride, and a patient, endurance-based outlook, shape Iranian diplomacy. In practice, this means Iranian leaders often approach talks as a test of resolve, wiliness and prestige. Iranians typically see negotiations as prolonged contests rather than win-win deals, and expect to demonstrate dignity and resolve.

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