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International negotiation is the pinnacle of diplomacy. It can be approached from a number of different angles. Only a few books on diplomatic negotiation have been written by practitioners, i.e. diplomats. What is the specificity of the practitioner’s approach compared with that of the theoretician? To find out, we need to understand what happens when the doors close behind diplomats. Diplomatic negotiation is a skill, not an exact science. In this book, based on empirical knowledge, we propose an approach in four main parts: 1) a descriptive part explaining how a negotiation evolves; 2) a part analyzing the mechanics of negotiation; 3) a part focusing on the internal and external elements that influence negotiation and 4) a final part on what happens once the negotiation is over. The focus here is on multilateral negotiations, both taking place within an international organization and involving several states. However, the evaluations presented can also be applied to bilateral negotiations.
Relevant instances are drawn from diplomatic negotiations as reported by the negotiators who took part in them. The book concludes with a series of practical suggestions to make the most of a negotiation and bring it to a successful conclusion.
