The intention of this research is to analyse the process and methodology of the Iranian negotiating style. The research is mainly premised on Putnam’s two-level game metaphor (1988) and the “ultimate decision making unit” of Hermann et al. (1987), the purpose being to identify key leadership units, individuals, and formal and informal networks in Iran. The study further takes cognisance of key elements of the Iranian national character, which naturally impacts directly on what Iran considers to be a suitable negotiating style. It provides an overview of how the 1979 revolution changed Iranian diplomacy and how it forced international political theorists to take note of the cultural-religious dimension, ignored until then as elements of international politics and theory. Two case studies, deal respectively with the US hostage crisis (1979-1981), and the Iran-E3/EU nuclear negotiations, between 2003 and 2006. The analysis shows how Iran assumed the character of a revolutionary country and how its new religiously driven diplomacy is evolving. The study finally identifies and illustrates the active deployment of Shî’a negotiation doctrine as the basis of Iranian diplomacy and the use of techniques such as taqiyyah, tanfih and khod’eh. A model for negotiations with Iran is developed using key elements of the research. AFRIKAANS : Die studie fokus op Iranese onderhandelingstyl en - metodiek. Twee teorieë, naamlik Putnam (1988) se “twee-ledige interaktiewe onderhandelingsproses” en Hermann et al. (1987) se leierskapsmodel, is gebruik om Iran se gefragmenteerde leierselite asook die staat se formele en informele netwerke wat ‘n sleutelrol vervul in onderhandeling te identifiseer. Bykomend hiertoe is ‘n analise gemaak van faktore soos kultuur en godsdiens wat onderliggend is aan Iran se “nasionale karakter” en dus ’n direkte invloed uitoefen op Iranese onderhandelingstyl. Die studie wys ook hoe die 1979 rewolusie ‘n verandering gebring het deur godsdiens en kultuur tot gelykwaardige dimensies van die internationale politiek te verhoog nadat dit voorheen heeltemal geïgnoreer is. Dit bly egter vreemd vir die Weste. Die studie slaag daarin om deur middel van twee navorsingsondersoeke rakende Iran se oorname van die VSA ambassade in Tehran tussen 1979 en 1981) en die Iran-E3/EU kernonderhandelings tussen 2003 en 2006 die fokus te plaas op die identifisering en ontwikkeling van ‘n Iranese onderhandelingstyl. Tegnieke soos taqiyyah, tanfih en khod’eh wat die basis van Iran se diplomatieke onderhandellingstyl vorm, word vervolgens bespreek terwyl ‘n model vir onderhandelinge met Iran ook ontwikkel is uit die gegewens wat verkry is uit die navorsing. / Dissertation (MA)--University of Pretoria, 2010. / Political Sciences / unrestricted