When Negotiators Strive to Appear Unpredictable

The costs and risks of Richard Nixon’s “madman theory” of negotiation.

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Article Excerpt

During the height of the Vietnam War, U.S. president Richard Nixon confided in his chief of staff, H. R. Haldeman, that he had devised a special strategy to end the war: He was trying to convince his Communist Bloc enemies, the Soviet Union and the North Vietnamese, that he was insane. In his book The

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