Persuasion

International Negotiation in a Complex World

Statecraft

Negotiating with the Chinese Communists: The United States Experience, 1953-1967

The impact of communication media on negotiation outcomes

Our need to understand the impact of communication media on negotiation is growing as technological advances offer negotiators more communication options.

Multilateral Conferences: Purposeful International Negotiation

Developing Countries: Victims or Participants? Their Changing Role in International Negotiations

Dialogue-based Public Diplomacy: A New Foreign Policy Paradigm?

Talking to the Enemy: How states without ‘diplomatic relations’ communicate

‘This is an elegant little monograph on what Churchill once called ‘black-market diplomacy, that is, communication between states that, for one reason or another, for example, war, strained relations or non-recognition, lack the normal methods of diplomatic converse… This is illuminating work in an uncultivated field’, Percy Cradock, Prime Minister’s Foreign Policy Adviser, 1984-92, International Relations.

Language and Diplomacy: Preface

Part of Language and Diplomacy (2001): In the preface below, Jovan Kurbalija and Hannah Slavik introduce the chapters in the book, and extract the general themes covered by the various authors.

In Confidence: Moscow’s Ambassador to Six Cold War Presidents

Humanitarian Negotiation: A Handbook for Securing Access, Assistance, and Protection for Civilians in Armed Conflict

This project would not have been possible without the many humanitarian workers who shared their negotiation experience with us. Interviewees are too many in number to be listed separately, but we would like to thank in particular the staff of the International Committee of the Red Cross (ICRC) in Geneva, Switzerland, and Macedonia, the staff of the United Nations High Commissioner for Refugees (UNHCR) in Geneva and Côte d’Ivoire, the members of Save the Children, representatives and inhabitants of La Maison Carrée and the refugee women of Treichville in Côte d’Ivoire, as well a...

American Negotiating Behaviour: Wheeler-Dealers, Legal Eagles, Bullies, and Preachers

The Years of Talking Dangerously

The Practical Negotiator

Secret Channels: The Inside Story of Arab-Israeli Peace Negotiations

Influence: The Psychology of Persuasion

The Beijing-Washington Back-Channel and Henry Kissinger’s Secret Trip to China

To End a War

Negotiating across cultures

Ripeness theory and the Oslo talks

Talking to Americans: Problems of language and diplomacy

Part of Language and Diplomacy (2001): Professor Paul Sharp discusses negotiation with American mediators. He notes that most literature on negotiation is written to advise Americans and other Westerners about negotiating with foreigners.

Track 2 diplomacy and Pakistan

Herding Cats: Multiparty Mediation in a Complex World

Review by Geoff Berridge

Language and Power

Message on Switzerland’s International Cooperation in 2013-2016

The Organization of Global Negotiations: Constructing the Climate Change Regime

The Mediation Process: Practical Strategies for Resolving Conflict

Negotiating Health Development: A Guide for Practitioners

Consensus Rule Processes

Track I Diplomacy

The Expert Negotiator: Strategy, Tactics, Motivation, Behaviour and Leadership

The Diplomacy of Ancient Greece – A Short Introduction

Employed against a warlike background, the diplomatic methods of the ancient Greeks are thought by some to have been useless but by others to have been the most advanced seen prior to modern times.

Discourse on the Art of Negotiation

The translators of this modest, entirely abstract but nevertheless rather uplifting work on diplomacy, first published in French in 1737, are not new to the task of making the writings of Pecquet, a senior official in the French foreign ministry in the early eighteenth century, accessible to English readers, having earlier translated his philosophical tract, Diverse Thoughts on Man.

Persuasion, the Essence of Diplomacy

This journey through persuasion in diplomacy was initiated by Professor Kappeler’s long experience in both practicing diplomacy and in training diplomats.

Getting Past No: Negotiating Your Way from Confrontation to Cooperation

Cursed is the Peacemaker: The American Diplomat [Philip Habib] Versus the Israeli General, Beirut 1982

The Peace Brokers: Mediators in the Arab-Israeli Conflict, 1948-79

Negotiating the International Health Regulations

Persuasion as the step towards convergence in negotiations

Ambassador Victor Camilleri argues that the essence of diplomacy is a search for a point of convergence. Persuasion is one of the methods through which a point of convergence can be reached. He gives central relevance in diplomacy to the firm grasp of the essential points of negotiation, including assessment of balance of force. This article analyses persuasion in multilateral diplomacy through a case study the Maltese initiative on the ‘Common heritage of mankind’.

Getting to the Table: The Process of International Prenegotiation

The Matrix of Face: An Updated Face-Negotiation Theory

Persuasion

Diplomatic Theory from Machiavelli to Kissinger

Peacemaker’s Toolkit

Language and negotiation: A Middle East lexicon

Part of Language and Diplomacy (2001): Professor Raymond Cohen writes that "when negotiation takes place across languages and cultures the scope for misunderstanding increases. So much of negotiation involves arguments about words and concepts that it cannot be assumed that language is secondary." With numerous examples of the culturally-grounded references, associations and nuances of certain words and phrases in English and the Middle Eastern languages (Arabic, Turkish, Farsi and Hebrew), Cohen introduces his project of developing a negotiating lexicon of the Middle East as a guide for condu...

Global Health Diplomacy: Concepts, Issues, Actors, Instruments, Fora and Cases

Prenegotiation and Mediation: The Anglo-Argentine Diplomacy after the Falklands/Malvinas War (1983-1989)

This paper studies the process of prenegotiation and the role of mediators during the negotiations between the Argentine and British governments about the dispute over the sovereignty of the Falkland/Malvinas Islands from immediately after the war of 1982 to 1990. In this period, the relationship between both governments evolved from rupture and no-relations to the agreement on the conditions to negotiate the renewal of full diplomatic relations concluded in early 1990. In a preliminary process of prenegotiation, the governments of Switzerland, initially, and the United States played a ro...

The Search for Peace

Equity and state representations in climate negotiations

The International Climate Change regime: A Guide to Rules, Institutions and Procedures

Mediation in the Yugoslav Wars: The Critical Years, 1990-95

Action-Forcing Mechanisms

This Side of Peace: A Personal Account

Don’t Think of an Elephant: Know Your Values and Frame the Debate

Kosovo’s Final Status Negotiation Process: A Way Out or Cul de Sac

Kosovo's path towards independence proved to be a difficult, elongated and complex process that entailed political as well as legal implications that are argued by many scholars, and analysts nowadays.

Ellsworth Bunker: Global Troubleshooter, Vietnam Hawk

Getting to Yes: Negotiating Agreement Without Giving In

Negotiations: Social-Psychological Perspectives

Nixon’s Trip to China

Philosophy of Rhetoric

There are several reasons which have induced the author of the following sheets to give the public some account of their origin and progress, previously to tbgir coming unaer its examination. They are a series of Essays closely connected with one another, and written on a subject in the examination of which he has at […]

Camp David: Peacemaking and Politics

Environmental Diplomacy: Negotiating More Effective Global Agreements

Negotiating and Implementing MEAs: A Manual for NGOs

The Roads from Rio: Lessons Learned from Twenty Years of Multilateral Environmental Negotiations

Ambiguity versus precision: The changing role of terminology in conference diplomacy

Part of Language and Diplomacy (2001): Of central concern in the field of negotiation is the use of ambiguity to find formulations acceptable to all parties. Professor Norman Scott looks at the contrasting roles of ambiguity and precision in conference diplomacy. He explains that while documents drafters usually try to avoid ambiguity, weaker parties to an agreement may have an interest in inserting ambiguous provisions, while those with a stronger position or more to gain will push for precision.

How the ‘inscrutables’ negotiate with the ‘inscrutables’: Chinese negotiating tactics vis-à-vis the Japanese

I had the opportunity to participate in the five major negotiations between China and Japan from 1972 to 1975 (i.e., the talks over the normalization of diplomatic relations, and the aviation, trade, shipping and fishery agreements), and to observe the tactics, both offensive and defensive, used by the Chinese participants. Personal impressions are bound to be biased, but fortunately there are at least two books which give us detailed accounts of negotiations between China and Japan in the post-war period. These are The Record of Fishery Talks between China and Japan and The Secret Memorandum ...

Getting More: How You Can Negotiate to Succeed in Work and Life

Persuasive Communication

Cyprus: the search for a solution

Lord Hannay, a senior British diplomat with great experience of multilateral diplomacy, retired in 1995 but was then persuaded to accept the position of Britain’s Special Representative for Cyprus. In this role he played an influential part in the UN-led effort to broker a settlement to the Cyprus conflict until the negotiations temporarily foundered in May 2003, when, with a mixture of relief and regret, he stepped down. (There is a postscript on the referendums held on the island in 2004 on the fifth version of Kofi Annan’s settlement plan.) He has written a brilliant account of the cour...

Renegotiating Health Care: Resolving Conflict to Build Collaboration

Humanitarian Negotiations with Armed Groups: A Manual and Guidelines for Practitioners

Honey & Vinegar: Incentives, Sanctions & Foreign Policy

Buttressed by input from scholars, diplomats, and observers with an intimate knowledge of U.S. foreign policy, Honey and Vinegar examines "engagement"—strategies that primarily involve the use of positive incentives.

Communication barriers to negotiation: Encountering Chinese in cross-cultural business meetings

When two negotiating parties from different cultural backgrounds attempt to communicate, the potential for disagreement and misunderstanding is great. People from other cultural backgrounds, especially from the West, often find the behaviour of Chinese negotiators strange and unintelligible. This paper examines communication barriers between Chinese, Australian and American negotiators.

Argumentation: The Study of Effective Reasoning

Peace Negotiations and Time: Deadline Diplomacy in Territorial Disputes

The Art of Diplomacy: The American Experience

Negotiating the Balkans: The Prenegotiation Perspective

The issues, the activities and the relations preceding the formal international negotiations have increasingly become an area of a special theoretical interest.

The UN and the world diplomatic system: lessons from the Cyprus and US- North Korea talks

In Bourantonis, D. and M. Evriviades (eds), A United Nations for the Twenty-First Century(Kluwer Law International, 1996), pp. 105-16

Negotiating Public Health in a Globalized World: Global Health Diplomacy in Action

Peacemaking 1919

Back Channel to Cuba: The hidden history of negotiations between Washington and Havana

This book went to press after the much-publicised handshake between US president Barack Obama and Cuban president Raul Castro at the memorial service for Nelson Mandela in December 2013 – but before their historic, simultaneous announcements a year later, assisted by a prisoner exchange and the good offices of the Vatican, that they were resolved to end their 50 years of estrangement and normalise relations.

The role of the diplomatic corps: the US-North Korea talks in Beijing, 1988-94

In J. Melissen (ed.), Innovation in Diplomatic Practice, pp. 214-30 (Macmillan, London, 1999), ISBN 0-333-69122-9/

The Secret History of Dayton: U.S. Diplomacy and the Bosnia Peace Process 1995

On Behalf of My Delegation,…: A Survival Guide for Developing Country Climate Negotiators

The one hundred pages of this book are in fact a useful Survival Guide for those approaching climate change negotiations for the first time. It has been written for developing country delegates, but delegates from other countries can also profit from its reading the same way that a similar survival guide for industrialized country delegates would be useful for those coming from developing countries, because it is necessary to know both sides of the story

Cursed is the Peacemaker: The American Diplomat Versus the Israeli General, Beirut 1982

Philip Habib, a Brooklyn-born son of Lebanese immigrants, joined the US Foreign Service in 1949. Tough, direct, highly intelligent, and a gifted negotiator, by 1965 he had achieved the position of political counsellor in the hottest of all US embassies, Saigon. Thereafter – with an interlude as ambassador to South Korea – he rose quickly to the top of the bureau of East Asian and Pacific affairs. In 1976 he was appointed undersecretary of state for political affairs, the number three job in the State Department. Such was his diplomatic reputation by this time that, despite having been appo...

Managing Global Chaos

Multilateral Conferences: Purposeful International Negotiation

Ron Walker was a member of the Australian diplomatic service for 37 years, for the last 22 of which (1975-96) he specialized in multilateral diplomacy. His book on this subject is not an academic book. Instead he has done for multilateral diplomacy what Kishan Rana has done for bilateral diplomacy, namely, provided on the basis of long and wide experience, much at a senior level, a splendid handbook of practical advice for the novice.

Negotiating and Navigating Global Health: Case Studies in Global Health Diplomacy

Persuasion through negotiation at the Congress of Vienna 1814-1815

Dr Paul Meerts discusses persuasion in the context of the Vienna Congress (1814–1815), one of the most successful diplomatic events in history. The Vienna Congress created long-lasting peace and set the basic rules of multilateral diplomacy and protocol. Dr Meerts’s paper focuses on how the Vienna Congress addressed one of the main challenges of any negotiations: the more actors you have around the table, the less effective those negotiations are.

The Negotiator’s Secret: More than Merely Effective

EU Turkey negotiations: Obstacles to Turkey’s application to join the EU

Turkey’s accession to the European Union is one of the most controversial topics the EU faces. There is a division both between EU Politicians and European citizens about Turkey’s accession to the EU. For a number of factors, the Turkish application has not been perceived by the EU in the same way as other applications. In fact, various Chapters are blocked due to the uneasy relationship which exists between Turkey and some EU Member States.