Diplomatic talks are conversations between nation-states through their representatives about advancing mutual interests, resolving conflict and preventing war. They often result in a diplomatic agreement, the most formal of which is a treaty. These negotiations can involve friends or foes, and they may be short-lived or long-term, spanning months, years or even generations. They can involve creating new cooperative or regulatory institutions or they can alter the status quo, such as by redistributing benefits or ending hostilities.
A successful diplomatic negotiation requires that the participants prepare extensively, building relationships of trust and respect. They must know their interlocutor’s domestic politics and who influences them, how they see their national interests and what challenges and opportunities they face. They must be able to communicate clearly and calmly, avoid sarcasm or condescension, address emotional triggers carefully, and use body language to convey empathy. They must also be ready to compromise and understand that the success of a negotiation does not necessarily mean a close or friendly relationship with the other party.
Good diplomats listen attentively, absorbing the details of their counterpart’s position and determining what might be a viable way forward. They know what points to raise and when to raise them, and they pass on the outcomes of their meetings (including what they agreed to and where the next steps are) in a way that allows staff members to quickly summarize the information. Great diplomats always leave their counterparts feeling that they have had a productive dialogue.