Diplomatic talks are negotiations conducted between or among nation-states, or between state representatives and international organizations. They usually aim to produce a formal written outcome such as a treaty or a declaration of common interest. The most well-known form of diplomatic negotiation is the use of sanctions, such as travel restrictions or trade embargos, to force the other party to agree to a mutually beneficial outcome. Diplomatic talks also include indirect bargaining through symbolic interactions. These might involve official visits, the exchange of gifts, the recall of ambassadors, demonstrations of military power, public statements and publications related to the disputed issue, the abuse of the other side’s identity symbols, and other tactics.
The success of a diplomatic negotiation depends on the strength of a country’s relationship with its interlocutors. This includes the understanding of what defines and shapes their national self-conception, how they see their own interests in a given situation, who influences them inside and outside of government, how they assess threats and opportunities, and so on. Diplomats must be able to convey their own perspectives in a way that is both respectful and clear to their counterparts, regardless of the nature of the conversation.
Great diplomats know their foreign interlocutors’ “hot buttons” and carefully manage them. They take full advantage of their opportunities to interact and develop rapport, using every meeting (and social event) as a potential opportunity for useful dialogue. They communicate the outcomes of their meetings to their senior colleagues clearly, and ensure that the next session is already planned. They also spend time hashing out differences among their team members, so that they do not interfere with the effective functioning of their negotiating group.