Personal Diplomacy

Ready — On June 12, 1987, president Ronald Reagan gave what was perhaps his most famous speech, one that changed history. Standing at the Brandenburg Gate in West Germany, he said, “General Secretary Gorbachev, if you seek peace, if you seek prosperity for the Soviet Union and Eastern Europe, if you seek liberalization, come here to this gate. Mr. Gorbachev, open this gate! Mr. Gorbachev, tear down this wall!” A bold speech, it catalyzed a movement that saw the start of the demolition of the Berlin Wall on November 9, 1989.

Beginning in 1983 . . .

• He started corresponding with persons of influence within the Soviet Union.

• He stressed common interests in reducing the number of weapons.

• He took what small gains he could, even when his intentions were blurred or questioned, while continuing to hang tough and stay the course.

• He empathized with his opponents trying to see things through their eyes, while trying to help them see things through his eyes.

• He stayed away from mutual recrimination and attempts to assess blame to keep relations on a positive track.

• He looked for a receptive partner, and found one in Mikhail Gorbachev.

• He took the courageous step to call for the dismantling of the Berlin Wall when the time was right.

Grow! — Bringing change to an organization is a challenge. But, having to convince a strong opponent makes it even more difficult. What insights from Ronald Reagan’s personal diplomacy might you be able to use?