Negotiation the Power of Negotiation

Negotiation

The Power of Negotiation

During the Cold War, America and Russia existed in a state of constant diplomatic tension. Over the course of the Cuban Missile Crisis of 1962, the United States and the Soviet Union teetered on the brink of nuclear war. "The Soviets had installed nuclear missiles in Cuba, just 90 miles off the coast of the United States. U.S. armed forces were at their highest state of readiness. Soviet field commanders in Cuba were authorized to use tactical nuclear weapons if invaded by the U.S. The fate of millions literally hinged upon the ability of two men," the leaders of these respective nations ("An Overview of the Crisis," the Cuban Missile Crisis, 1997). But both President John F. Kennedy and Nikita Khrushchev were able to diffuse the situation and find the best alternative to a negotiated agreement (BANA), Finally, Khrushchev agreed to remove the missiles and Kennedy promised not to invade Cuba to allow Khrushchev to save face, although "since Kennedy had no intention of invading anyway, the promise was easy to make" (Ury, 1994, p.123).

Step 1: Go to the Balcony

Taking a deep breath, gaining composure, and metaphorically going to the balcony to get some fresh air may seem like a counterintuitive first step, but it is the best thing to do during a crisis (Ury, 1994, p.11). When the presence of the missiles was first discovered through reconnaissance photography, Kennedy did not immediately announce this fact to the American populace. Instead, Kennedy embarked upon seven days of guarded and intense debate with his most trusted advisors. He did not want the Soviets to know that America was aware of the missiles, either, until he had a chance to evaluate all of his options and find one that would lead to the most mutually satisfactory solution.

Step 2: Step to their side

Second, a good negotiator must overcome personal and unconstructive negative emotions. Diffusing tensions rather than igniting them during the early stages of a crisis is important. Kennedy did "the opposite" of what the other side expected and kept things secret (Ury, 1994, p.12). During the meetings, the Secretary of Defense presented three possible courses of action for the U.S. To take against Cuba and the Soviet Union, One was to diplomatically engage Castro and Khrushchev and resolve the crisis purely through open negotiations. Another was a blockade. The third was an air attack against the missiles followed by an invasion. Kennedy wanted the U.S. To appear strong, and he knew that Khrushchev would expect the U.S. To retaliate. But he liked the idea of the blockade because it provided the Soviets a way out of the crisis while still avoiding an all-out military conflict ("Discovery," the Cuban Missile Crisis, 1997).

Step 3: Tackle the problem together

It is crucial to find mutual goals during a negotiation. Neither America nor the U.S.S.R. wanted to be the instigators of a nuclear conflagration. Kennedy had to find out what the other side really wanted. (Ury, 1993, p.12) in 1962, the Soviet Union lagged behind the United States militarily, as Soviet missiles were only powerful enough to be launched against Europe but U.S. missiles were capable of striking the entire Soviet Union. Thus, Khrushchev had used intermediate-range missiles in Cuba because a "deployment in Cuba would double the Soviet strategic arsenal and provide a real deterrent to a potential U.S. attack against the Soviet Union," once the missiles were assembled ("An Overview of the Crisis," the Cuban Missile Crisis, 1997). In short, the U.S.S.R. wanted security, and security would also mean a safe, and a face-saving way out of the current situation.

Step 4: Reframe

Kennedy shifted to openness, from secrecy, and declared that any nuclear action launched from Cuba against a nation of the Western Hemisphere would be deemed a hostile act upon the United States, and demanded the missiles be withdrawn ("Public Phase," the Cuban Missile Crisis, 1997). As tensions escalated, "Kennedy believed that only an invasion or a trade (for missiles in Turkey) would now succeed ("Ends of a Rope," the Cuban Missile Crisis, 1997).

Step 5: Build a golden bridge

However, Kennedy did not listen to his most militaristic advisors, who wished there to be an invasion, especially after a U-2 plane that had flown accidentally into Soviet airspace was shot down. Instead, even after receiving conflicting messages, during the public negotiations, Kennedy held onto an original proposal, that suggested the dismantling of Soviet bases under U.N. supervision in exchange for a public pledge from the U.S. not to invade Cuba ("Ends of a Rope," the Cuban Missile Crisis, 1997).