Diplomatic talks are interactions between or among nation-states through their representatives. They typically take place when there is a need to prevent a situation from getting worse, and are often complex and difficult. Unlike other types of negotiations, they can’t simply be resolved at the negotiating table; leaders must also have the political will to accept the outcome of a deal. When the parties to a conflict are unwilling or incapable of reaching a deal, they may enlist outside mediators. Mediators bring impartiality, facilitate discussions, and encourage compromise through incentives. Despite the benefits of mediation, it comes with its own challenges; for example, the time spent mediating one conflict can detract from time for addressing other issues.
Diplomats use a variety of tactics to reach agreements during negotiations. They build a relationship of trust with their counterparts, listening to them closely and finding common interests. They use rewards – such as the promise of trade deals, arms sales, or food shipments – to encourage an agreement. They may also employ indirection, lulling and bluffing to gain an edge, although they must be careful not to cross the line into lying.
Successful negotiations require more than just a good relationship with the other party; negotiators must be able to organize their interactions well, including their symbolic interactions. This means paying attention to social norms, procedures, decision-making mechanisms, and physical arrangements. Even the sharing of food and cuisine can foster affinity between people across cultures, and has been called “gastronomic diplomacy.” They must also be able to identify when they are being acted on by their counterparts, and when to speak up.
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