- Prof. Gerald M. Steinberg
- January 24, 2017
- Paper No. 400
The โart of the dealโ does not translate directly from the world of business to the world of diplomacy. Diplomatic deal-making requires mastery of four basic elements: integration of diplomacy with the credible threat of force; the rewarding of friends and the punishing of enemies (rather than the opposite); a diplomatic focus on interests rather than emotions; and a refusal to condescend to the citizens who will be affected.