Diplomatic talks are conversations between or among state governments (or their representatives) aimed at advancing national interests, resolving conflict, and preventing war. If successful, these discussions are embodied in an international instrument, the most solemn of which is a treaty. These negotiations can be bilateral or multilateral, and they may take place between friends, allies, and rivals.
The best negotiators understand that it is essential to build rapport and trust with their counterparts, to share information, and to demonstrate respect for their role as decision-makers in their home countries. They also know that a great deal of time and effort is required to negotiate successfully. Negotiations often require trial and error to work out a balance of initial demands, bargaining counters, and incrementally increasing pressure. The seasoned diplomat may use indirection, lulling of the other side, and even bluffing in order to move forward, though lying is generally not permitted. During negotiations, diplomatic negotiators also test their counterparts’ commitment to reaching a successful agreement by intermittently threatening to end the discussion if they do not reach an acceptable settlement.
While it is possible to make progress in diplomatic talks without agreement on all points, the most successful negotiations are those that plow new ground and bring about real change. This includes negotiations that extend cooperative or regulatory institutions; transfer authority; and end hostilities. Depending on the complexity of the issue at hand, it can be useful to involve outside mediators in the process, which adds objectivity and can help facilitate compromise.
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