You aren't going to be successful as a diplomat if you don't understand the strategic context in which you are actually negotiating. It is not deal making. It's not.
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I do believe that in order to be a successful negotiator that as a diplomat, you have to be able to put yourself into the other person's shoes. Unless you can understand what is motivating them, you are never going to be able to figure out how to solve a particular problem.
Of course as a small country you're not necessarily in the strongest negotiating position unless you're negotiating with other small countries.
Negotiating in the classic diplomatic sense assumes parties more anxious to agree than to disagree.
It's a necessary quality of a diplomat or a politician that he will compromise. Uncompromising politicians or diplomats get you into the most terrible trouble.
In my role as executive vice president of development and acquisitions for the Trump Organization and founder and CEO of my own lifestyle brand, I've had a lot of practice negotiating.
My career was always about working with people, and understanding issues and problems and helping them to solve those issues and problems. How you deal with people - that's what diplomacy is all about. So while I'm not a career diplomat, many of the skills I had seemed to directly translate into the diplomatic arena.
During a negotiation, it would be wise not to take anything personally. If you leave personalities out of it, you will be able to see opportunities more objectively.
Well, the thing that I learned as a diplomat is that human relations ultimately make a huge difference.
I'd like to add that negotiating is not something to be avoided or feared - it's an everyday part of life.
I'm not big with negotiating.