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Soviet Negotiating Strategy

Because the East-West gas pipeline was an issue for the Soviets in the areas of domestic economic policy, East-West diplomacy, and foreign economic relations, and because of intense attention given to the pipeline affair in both East and West, it provides a rare window on Soviet decisionmaking. This report draws on the | Soviet Negotiating Strategy The East-West Gas Pipeline Deal 1980-1984 Thane Gustafson Rand The research described in this report was supported by the Ford Foundation under Grant No. 840-0289. Library of Congress Cataloging in Publication Data Gustafson. Thane. Soviet negotiating strategy. R-3220-FF. 1. Negotiation in business Soviet Union. 2. Gas Natural Soviet Union Pipe lines 3. Gas Natural Europe Pipe lines. I. Title. HD58.6.G87 1985 388.5 ISBN 0-8330-0634-7 85-3524 The Rand Publication Series The Report is the publication documenting and transmitting Rand1 research findings and final research results. The Ra reports other outputs of sponsored reseat distribution. Publications of The Rand Corporatioi necessarily reflect the opinions or policies of the sp Rand research. Published by The Rand Corporation R-3220-FF Soviet Negotiating Strategy The East-West Gas Pipeline Deal 1980-1984 Thane Gustafson February 1985 Supported by a grant from The Ford Foundation Rand 1700 MAIN STREET P.O. BOX 2138 SANTA MONICA CA .