Lessons in negotiation from Stalin at Yalta (Abe Winter)

Lessons in negotiation from Stalin at Yalta (Abe Winter)

(...) Stalin was a bad dude but Roosevelt arrived with an open mind; the American-British relationship was strained by lend-lease, the tremendous cost of the war to both parties, and each leader’s belief that the other wasn’t pulling his weight.

Churchill, an old hand at spotting geopolitical threats, had no illusions about Stalin, but he was tired. He and Roosevelt couldn’t form a united front.

These meetings are fascinating because careers increasingly depend on winning arguments.

  • Control the agenda
  • Don’t lose momentum of action when you sit down
  • Be inconsistent and unfair
  • Implementation is half the battle
  • Be the agent of chaos
  • Defense against the dark arts