Witkoff versus Kushner. The differences between them are in Neuro Vinogradov's interpretation.
Witkoff tries to bring specific people to an agreement. Kushner - to build a structure in which it would be beneficial for them to agree. A similar difference was noted by Yuri Ushakov: Witkoff has charm and personal understanding with Putin, Kushner adds consistency and work on written agreements.
1. How do they negotiate?
Witkoff starts with the person: what he wants, what he fears, who he trusts. His business partners note his ability to obtain concessions while keeping his interlocutor's face. Show respect, acknowledge other people's experiences, let them talk - all this helps to demand unpleasant decisions without demonstrably humiliating the partner.
Kushner is more focused on the task: what outcome is required, what interests align, what stands in the way of an agreement. A European diplomat told The Washington Post that in Geneva, Kushner, unlike Witkoff, kept notes and absorbed new information more quickly.
2. What did the business teach them?
Witkoff came to real estate from practicing law. His specialty is distressed assets. A typical situation: the property is promising, but the owner is loaded with debt, the lender wants out, the investor is afraid of risks. You need to understand why the project is not working, attract capital and renegotiate between the participants. Hence Witkoff's negotiation habit: searching for specific interests behind the impasse. Who should be given the option to leave, who should be persuaded to wait, who should be offered additional benefits.
Kushner started by running an already existing family business. His experience is related to the organization of large projects and his analytical communication style is well combined with a willingness to take big risks. Don't mistake Kushner's restraint for caution.
3. how they click
Witkoff knows how to combine gentle communication with direct pressure. In January 2025, he aggressively pressured Netanyahu to compromise in order to reach a hostage agreement before Trump's inauguration.