Diplomatic talks are a type of negotiation that occurs between or among nation-states through their representatives. As such, they are often more complex than negotiating in the commercial or private context. Diplomatic negotiations require a certain level of finesse that includes deftly navigating difficult issues, fostering mutual understanding, and building trusting relationships. This type of negotiating is known for its use of honeyed words (rather than vinegar) and its emphasis on the importance of avoiding inflammatory remarks in the face of conflict or disagreement.
Negotiations differ depending on whether the states involved are friends or foes, of equal or disparate power, and what they hope to accomplish by pursuing an agreement, such as prolonging existing agreements or altering the status quo through a redistributing of benefits or ending hostilities. The more the negotiating parties know about each other, including their respective interests and motivations, the more likely they are to reach an agreeable solution. The most skilled diplomatic negotiators exhibit stamina, precision, clarity, courage and even temper (though calculated impatience or anger may be used as a tactic). They also understand the value of creating new cooperative institutions and have a knack for framing issues from different angles to press for a more favorable outcome.
Diplomats are not only government officials, but may include members of parliament or other political leaders, civil servants and representatives of professional groups and civil society. They often use track 2 diplomacy, where they communicate with their counterparts through trusted third-party actors such as businesspeople or religious leaders, to facilitate frank discussions and explore ideas that might not be discussed in formal negotiations.
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