Diplomacy is the practice of peacefully resolving international issues and maintaining relations between states and other entities. It shapes a nation’s foreign policy by establishing and nurturing relationships that enable its goals and policies. Its success depends on the existence of circumstances that permit an implementable solution, the capability to craft such a solution, and political will to pursue it, even when it may disappoint domestic supporters.
Historically, diplomats were often highly respected and heavily compensated. They were also largely risk-takers, sometimes putting themselves in the way of enemies and pariah states (Kissinger with China, Crocker with South Africa, Eizenstat on climate change, Carter with Iran) or negotiating directly affecting their country’s interests (Baker on Colombia, Hobson in Bosnia, Mitchell in Northern Ireland). The stories presented in this book feature people who were able to see a different outcome than the status quo and put together a strategy to reach it; and people willing to take the risks—even to their own reputations—to do so.
The most important skill a diplomat must have is the ability to understand and appreciate the point of view of the person with whom they are negotiating. Humiliating your opposite number, wrong-footing them, making them feel small and insignificant, exposing their mistakes, and gloating over them are all tempting tactics to deploy when one feels frustrated during a negotiation but they will ultimately kill any chance of achieving a lasting or robust agreement. The best diplomats will never use these techniques.