One of the unfortunate corollaries of American exceptionalism is a warped and highly asymmetric conception of negotiation. This conception can become a major impediment to the effective exercise of U.S. diplomacy. Although the attitudes that are part of this view of negotiation are not altogether unique to the United States, they are especially associated with American exceptionalist thinking about the supposed intrinsic superiority of U.S. positions and about how the sole superpower ought always to get its way. The corollary about negotiation is, stated in its simplest and bluntest terms, that negotiation is an encounter between diplomats in which the United States makes its demands—sometimes expressed as “red lines”—and the other side accepts those demands, with the task of the diplomats being to work out the details of implementation. Or, if the other side is not going along with that script and acceding to U.S. demands, then the United States has to exert more pressure on the other side until it does accede.
This is markedly different from the rest of the world's conception of negotiation, in which each side begins with positions that neither side will get or expects to get entirely, followed by a process of give-and-take and mutual concession to arrive at a compromise that meets the needs of each side enough that it is better for each than no agreement at all.
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