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Part II: Negotiating Skills
11. Tips and Tricks for the Lonely Diplomat
Introduction /
Memorize and keep with you /
Making sense of the reading material /
Preparing for the actual negotiations /
Getting your bearings /
Drafting /
Negotiating /
Optimizing participation /
Monitor the progress of others /
Focus /
From sustenance to diplomatic encounters /
11.7 Negotiating
Garner support for your objection before objecting. Ensure others will follow you with supportive interventions.
Listen carefully to the objection of others. Identify your issue-related friends.
Learn to master the use of "Motions" and "Points of Order."
Keep an ear open for when other countries are using "Motions," and discern if it is a delay tactic or a legitimate request.
One voiced objection to a consensus is, theoretically, enough to stop the consensus; don't misuse this power, but be aware of it.
Identify if there are issues in which you can agree with other sub-groups; but do not do this behind the back of your own group‹this can create an unpleasant diplomatic breach.
All G-77 members speak through G-77. If you haven't discussed your position in G-77, don't discuss it in public.
Listen very carefully to the views of others and see if you are talking the same language. Not everyone in other coalitions differs with you; identify friends in relation to specific issues.
Be careful not to over-defend your position. You may work yourself into a corner and it is then harder to change your position without loosing face.
Develop more than one version of the proposed text (the negotiator must anticipate reactions).
Have reasons ready to defend key concepts and positions.
Do not introduce complex language that does not clarify the process or provide a safeguard as it can create unforeseen problems.
Be prepared to explain why existing text is or is not acceptable to you.
Be flexible and prepared for tactical retreats, to gamble and, if necessary, change course towards your goal.
Be clear on what you want, what other Parties want, and which items are "bargaining chips."
Be watchful when a Party makes flattering comments to see if this is a tactic to divert your attention from the substance.
Listen to the other side and see if there are concessions being made.
If new concepts are introduced, make sure the brackets are not in the incorrect place.
Watch the brackets; don't allow the [shalls] to become [should] or [may].
Avoid using the word "delete"; instead familiarize yourself with other words that convey the same meaning.
Watch out for "this is covered elsewhere," "as appropriate," "certified," "all Parties," and the comment‹"this is not relevant."
Don't add the same text in every paragraph; get the key elements in one paragraph and make that as strong as possible.
Keep a record of the proceedings and in particular a diary of all the different suggestions made your negotiating team during the negotiations and make this available to future negotiating teams from your country.
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