ABSTRACT
This chapter shows the importance of grassroots and of public opinion. The reason why the Dubai Port (DP) World acquisition, an issue that was going smoothly, got stopped was due to the popular opposition. The chapter shows that hiring lobbyists does not result in success when the issue or the group for which they lobby has a bad image. It also discusses how legislators first and foremost tend to respond to the preferences of their constituencies, therefore at many times strategic considerations are downplayed by local preferences. The UAE was framed as being an unreliable partner. Given the recent history of the US and the tragic event of September 11, it was very difficult to change this perception by using a few lobbyists. The chapter compares the success of the AWACS in the Reagan era to the failure of the DP World during Bush's tenure; the first case had many advantages that were lacking in the second one.
