Abbas Araghchi, Iran's foreign minister and a seasoned diplomat with nearly 15 years of experience in nuclear talks, is set to face US envoy Steve Witkoff at negotiations in Geneva on Tuesday. The talks aim to avoid regional war, with both sides needing to make concessions and accommodate differing bargaining styles.
Araghchi, who holds a doctorate from the University of Kent, has written a book titled 'The Power of Negotiation' that outlines Iranian diplomatic tactics, including patience, feints, and a poker face. He describes the Iranian style as a 'market style' of continuous bargaining, requiring time and energy, and warns that those who tire quickly will lose.
In contrast, Witkoff, a property developer and lawyer, works to a shifting brief from President Trump, who views diplomacy as akin to pro-wrestling. Araghchi, however, sees diplomacy as a form of chess. His book emphasises the importance of national cohesion and military strength as the true power behind a negotiator, and advises against talks without a balance of power.
Araghchi has already held six rounds of talks with Witkoff, both direct and indirect. He is known for his inscrutable face and ability to control emotions, a skill he says requires continuous practice. He also advocates providing adversaries with a 'Golden Bridge'—a graceful way out—suggesting he would not be triumphalist if Trump accepts a version of the 2015 nuclear deal.
Unlike his predecessor Javad Zarif, Araghchi maintains close relations with the Islamic Revolutionary Guard Corps (IRGC) and is seen as more technocratic. Analysts expect the US to demand dilution or removal of Iran's highly enriched uranium stockpile.
