Diplomatic talks are the interstate communications, negotiation and conflict resolution that advance nation-states’ interests, averting armed conflict. They can be bilateral (two sides) or multilateral (many parties), but are always governed by diplomatic protocols and norms. Successful diplomatic negotiations often result in a treaty, an international instrument analogous to a contract in civil law.
The success of a negotiation often depends on building trust—empathy, cultural nods, a clear understanding of an adversary’s goals and concerns. In this respect, a great diplomat is like a forensic scientist who sifts through evidence to uncover the truth of a matter. Diplomats must also understand their own country and region, what influences them internally and externally, and how they perceive threats, opportunities and challenges.
In some instances, a diplomatic issue is so contentious that it cannot be addressed through formal negotiation. In such cases, informal or “Track II” diplomacy can help maintain and strengthen lanes of communication and a sense of shared ownership in global issues. For example, when the world faces tough choices about climate action or economic development, informal diplomacy can help create and bolster a common agenda across traditional Track I participants.
While the foreign ministry sets broad tactics regarding initial demands, bargaining counters and a minimum final position for each side, the individual negotiator—an ambassador or other high-ranking envoy—is usually free to employ any strategy that seems fit. However, a skilled negotiator must be careful not to use a tactic that would embarrass or humiliate their counterpart, as this could undermine any future agreement and create a lasting stalemate.