What are differences between Araghchi and Zarif's negotiation styles?

TABNAK, Apr. 24 - Abbas Araghchi has been a member of Iran’s nuclear negotiation team since 2005, and for over 20 years, he has been involved in managing Iran’s nuclear dossier under various and often contrasting leaderships, from Ali Larijani to Saeed Jalili, Ali Shamkhani, and Javad Zarif.

News ID: 6331

Date: 24 April 2025 - 11:00

However, the reality is that until the recent Oman negotiations, Abbas Araghchi was largely overshadowed by Javad Zarif. Even at the outset of the Pezeshkian administration, it seemed that Zarif was poised to be the primary figure in the foreign policy of the new government. But this dynamic has now shifted.

It can be said that Abbas Araghchi has emerged from the heavy shadow of Javad Zarif, particularly through his distinctive performance and management in the highly critical and sensitive indirect negotiations with the United States, establishing himself as the "main" figure in the foreign policy of both the government and the system.

But what is Abbas Araghchi’s negotiation style, and how does it compare to or differ from Javad Zarif’s? This article attempts to address this question not from a domestic perspective but through the lens of Iran’s rivals and Western media.

Abbas Araghchi’s Negotiation Style: Precision and Focus; Calculated Flexibility and Managing Deadlocks

Al-Monitor describes Abbas Araghchi’s negotiation style as follows: “He is polite but never sidesteps key issues. He chooses every word with precision, listens with focus, and when discussions reach a deadlock, he pauses—not to retreat, but to reframe the conversation.” This description highlights a strategic and meticulous approach to negotiations, rooted in Araghchi’s extensive diplomatic experience.

The outlet further notes: “Based on available analyses, he has a remarkable ability to select his words and adjust his tone to avoid unnecessary tensions while steadfastly upholding Iran’s core positions. Araghchi’s flexibility is always calculated, and in the face of deadlocks, he revisits the issue multiple times, each time with a fresh perspective. This trait allows him to propose creative solutions in challenging situations and steer negotiations out of impasses.”

Differences Between Zarif and Araghchi from the Perspective of Western Analysts

Western analysts pay close attention to the differences between Zarif and Araghchi, particularly in terms of their backgrounds and positions within Iran’s political structure. Zarif, Iran’s Foreign Minister under Hassan Rouhani (2013–2021), is regarded as a “moderate” and “Western-leaning” figure due to his education in the United States (University of Denver and University of San Francisco) and his fluency in English. From 2002 to 2007, he served as Iran’s Permanent Representative to the United Nations, an experience that enabled him to build extensive relationships with Western diplomats.

United Against Nuclear Iran (UANI) writes in its analysis: “Zarif’s Western education and prolonged presence in the U.S. made him a figure whom Western diplomats viewed as a bridge between Iran and the West, but this image sometimes oversimplified his role in supporting the system’s policies” (UANI, 2025).

In contrast, Abbas Araghchi, Iran’s current Foreign Minister, is seen as a professional and conservative diplomat. The Stimson Center, in an article dated August 12, 2024, writes: “Due to his history of collaboration with revolutionary institutions, including the Islamic Revolutionary Guard Corps (IRGC), and his long tenure at the Foreign Ministry, Araghchi enjoys greater support among Iran’s hardline factions.”

This characteristic distinguishes him from Zarif, as Araghchi has faced less criticism from domestic hardliners and has been able to play a more effective role in sensitive situations, such as the negotiations following the U.S. withdrawal from the JCPOA.

According to Tabnak, an interesting takeaway from these analyses is that the knot of indirect—and potentially future direct—negotiations with the United States is likely to be untangled by a figure like Abbas Araghchi, rather than Zarif or diplomats aligned with the reformist movement or Hassan Rouhani’s circle.

One of the key differences between Zarif and Araghchi lies in their negotiation styles. Zarif, with his fluency in English and ability to engage directly with Western media, is described as a “charismatic” and “open” diplomat. During the JCPOA negotiations, he actively participated in media engagements and used social media platforms like Twitter (X) to convey Iran’s narrative directly to global audiences. This approach made him a more public figure but also exposed him to domestic criticism.

NCRI, in an article dated August 13, 2024, notes: “Zarif, in negotiations, focused more on public diplomacy and garnering international support, but this approach made him vulnerable to domestic pressures” (NCRI, 2024). For instance, in 2021, Zarif’s controversial leaked audio, in which he spoke of tensions between “diplomacy” and the “field” (a reference to the IRGC’s role), sparked fierce backlash domestically, causing him to permanently lose some of his standing within the establishment.

In contrast, Araghchi adopts a more cautious and technical approach. He rarely appears in the media and focuses primarily on behind-the-scenes negotiations. The Stimson Center writes: “Araghchi emphasizes the importance of adhering to diplomatic protocols and building personal relationships with Western diplomats, believing this approach is more effective in securing concessions for the Iranian regime” (Stimson Center, 2024). This difference in style has led to Araghchi being recognized as a “pragmatic” and “low-profile” negotiator who prioritizes tangible outcomes over public opinion.

Western analysts also highlight differences in how Zarif and Araghchi interact with Iran’s domestic institutions, particularly the IRGC and the Office of the Supreme Leader. Despite Zarif’s pivotal role in the JCPOA negotiations, he frequently faced opposition and resistance from revolutionary institutions. The Stimson Center notes that Araghchi defended Zarif in such situations but has himself experienced fewer such tensions.

Araghchi’s background of collaboration with revolutionary institutions and his long tenure at the Foreign Ministry grant him a stronger position within Iran’s power structure.

The NCRI writes: “Araghchi takes pride in having preserved his IRGC uniform, and his approach aligns with the regime’s narrative of portraying Iran as a victim of Western aggression” (NCRI, 2024). This characteristic has made him less susceptible to domestic criticism compared to Zarif, allowing him to advance Iran’s foreign policy with broader support from state institutions.

In previous nuclear negotiations, Zarif and Araghchi played complementary but distinct roles, yet Araghchi has now emerged as the lead figure in nuclear talks.

As Foreign Minister, Zarif was the public face of the negotiations, focusing on public diplomacy and garnering international support. However, Araghchi, as his deputy and chief negotiator, concentrated on technical details and managing behind-the-scenes discussions. The Arab American News, in a 2023 report, notes: “Araghchi played a key role in confidential negotiations with Western officials, securing agreements on prisoner exchanges and asset transfers, though these deals were halted due to opposition from hardliners” (Arab American News, 2023).

Western analysts believe Araghchi has a greater ability than Zarif to manage domestic and international pressures simultaneously. The Stimson Center writes: “Due to his experience and connections within the Axis of Resistance, as well as his positive relationships with Western diplomats, Araghchi is in a strong position to advance Iran’s agenda” (Stimson Center, 2024).

Academic studies and Western dissertations have also explored the differences between Zarif and Araghchi. A 2024 dissertation from Georgetown University titled The Role of Iranian Diplomats in Nuclear Negotiations: A Comparative Study of Zarif and Araghchi, authored by Sara Mohammadi, states: “Zarif played the role of a public strategist in nuclear negotiations, focusing on garnering international support and mitigating media pressures, while Araghchi, with his focus on technical details and managing domestic disagreements, served as a behind-the-scenes negotiator.”

Additionally, a 2025 article from the University of Oxford titled Iranian Diplomacy in the Post-JCPOA Era, authored by John Smith, notes: “Compared to Zarif, Araghchi has a greater ability to build domestic consensus for advancing negotiations, as he is seen as a professional diplomat rather than a political figure, making him less entangled in domestic controversies” (Smith, 2025).

Another dissertation from Leiden University in the Netherlands in 2023, titled Diplomacy Under Pressure: Iran’s Nuclear Negotiations (2013–2021), authored by Ahmad Rezaei, states: “As the public face of the negotiations, Zarif was more exposed to domestic and international criticism, but Araghchi, with a more cautious and technical approach, was able to manage negotiations during critical stages.”

Of course, the similarities between Araghchi and Zarif cannot be overlooked. Both come from traditional bazaari (merchant) backgrounds, with their ancestors being well-known religious merchants. Both completed their education at prestigious Western universities (Zarif in the U.S. and Araghchi in the UK). Both played central roles in the negotiations leading to the JCPOA, with Zarif as Foreign Minister and Araghchi as chief negotiator.

Araghchi’s intelligence or beneficial caution compared to Zarif lies in the fact that, unlike Zarif, he has avoided involvement in political and electoral rivalries. During the early 2024 presidential election, Zarif wholeheartedly supported Masoud Pezeshkian, the reformist candidate, metaphorically “taking off his coat” for him. In contrast, Araghchi has consistently maintained a measured and meaningful distance from electoral and political competitions.

It is also noteworthy that, unlike Zarif—who resided in the U.S.—Araghchi served as a soldier on the frontlines during the Iran-Iraq War. This combat experience undoubtedly sets him apart, particularly in the eyes of the Iranian public and even Western counterparts.

By Mehrdad Karimkhani