CULTURAL ISSUES IN THE U.S./IRAN MEDIATION

During intercultural disputes mediators make a point of being sensitive to cultural issues.

And there are several matters covered in the current U.S./Iran mediation that are potentially critical are:

Iran is a country of 93 million people, approximately half are of Persian ethnicity and a quarter of Azeri (Turkic ancestry). Persian and Turkic dialects predominant. Approximately 90% are Shia Muslim. (Shia Muslims also populate Iraq, Azerbaijan, and Bahrain). The country’s economy is based on state ownership of oil and other large enterprises.

Until 1935 Iran was known as Persia, one of the oldest world cultures often regarded as of the cradle of civilization and one of the most influential world cultures through art, literature, science and medicine. Modern day Iran does not affiliate with the Arab world, rather, its people have a distinctive Persian identity with a sense of pride and dignity. Individual social status comes from family heritage, education, and wealth.

Consistent with this history, Iranian negotiators are known for having a high risk tolerance, being methodical, and slow to maximize concessions and wear down opponents. Iranian negotiators are comfortable with bluffing and using deceptive tactics. Most importantly, compromise is seen as weakness and submission. It also brings shame, but forcing an opponent to compromise increases stature.

Western negotiators, particularly those with a transactional approach, are at a disadvantage if they expect Iranians to adhere to their rules.

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Fred Jandt is the author of a well known intercultural communication textbook, as well as his latest book, “How to Survive a Mediation.”