10.1 Filling a hollow mandate

In order to prepare a national mandate, the negotiator needs to have an (a) aspiration position (what you would like) and (b) a reserve position (which sets the minimum that the negotiator can accept) (Saner 2000). Between the two is the zone of possible agreement. The negotiator needs a draft written proposal with many alternative ways to express the same concepts. He or she also needs to know what can be given away as concessions in the negotiations.

Sometimes, there is no real mandate; it is difficult to prepare for the negotiations. In such circumstances, the negotiator may wish to use the position of national and/or regional non-governmental organizations as the aspiration position and the conventional position taken by the foreign office as the reserve position. The negotiator will need to use some proxy indicators of legitimacy to ensure that there is some back-up and support for the chosen position. The negotiator will also need to try to bargain internally for support for the position developed.