DIPLOMACY: how to improve negotiation skills

“Diplomacy is the management of international relations by means of negotiations; the method by which these relations are adjusted and managed by ambassadors and envoys the business or art of the diplomats” —Harold Nicholson.

Diplomacy is a process of conducting negotiations between representatives of states. It involves a number of players with different interests, perspectives and strengths. In such a heterogeneous environment it is expected the diplomat will represent and protect the interests and nationals of the sending state, negotiate with other state's government, develop commercial, economic, cultural and scientific relations and promote friendly relations between states. For successful implementation of these functions it is important for diplomats to master negotiation technics and strategies.

A good diplomat possesses profound knowledge of national / international situations and current issues. Knowledge is a basic element on which diplomats develop their negotiation skills. Before the negotiation process, diplomate has to examine not only his country´s profile but also the position of other countries, which is essential if he wants to achieve the best possible deal for the state he represents. In diplomatic negotiations, diplomats face different beliefs and interests which usually not coincide and make negotiating process quite tough. For tackling stressful situations, where no one shows approval on specific issues and for breaking the deadlocks, diplomats can use different strategies.

Strategies can be in general divided into two main branches: Persuading and Influencing. Persuading involves being able to convince others, to take appropriate action. If a diplomat wants to be successful in persuading has:

1. to focus on the needs of other state representatives to find out their interests and expectations à use positive rather than negative language and argue his ideas with logic and verified claims

2. to compliment the other diplomat even though he disagree with his proposals, and in a polite way turn his proposal in other more acceptable direction

Diplomat can be more successful at influencing his opponents if he follows the next rules:

1. the rule of reciprocity: which means that if a diplomat give something to others, they feel compelled to return the favour

2. the rule of authority: people usually prefer taking advice form “experts” or with other words, diplomats would rather cooperate with someone who is more authoritative (not meaning that he impose his proposals to others)

3. the rule of social proof: people who are uncertain about something are more likely to trust in the collective knowledge of majority.

Beside persuading and influencing, which are the most general strategies, exists also many others techniques that diplomats usually use. Some experts, during the negotiation process, recommend that diplomats try to stick to some principles which can lead to more fruitful negotiations:

1. talk with everybody: even with your opponent or enemy. Any information you obtain can be useful at achieving the best possible deal for your state.

2. be flexible: diplomats have to expect that not everyone will play the game in the way they want. They have to listen each other and with joint forces formulate a decision which will be acceptable for everyone.

3. never give up: as I already mention, negotiations can be tough. Nevertheless things are not progressing as expected, diplomat shall never give up. As long as they play there is a possibility to achieve better position.

4. explain plans thoroughly: communication skills are one of the most crucial that a good diplomat should obtain. By explaining in detail and at length what a diplomat expect from specific negotiation can be more effective in acquiring support from opponents.

In our complex international community states have to agree on conditions which are crucial for their coexistence. In this game are diplomats the main players who formulate rules for actors that are adopted during negotiation process, where state representatives, with different strategies and techniques, strive to reach the best possible deal for their state.