This study describes the lived experiences of leader diplomats that have effectively negotiated agreements and solved conflicts. The purpose of this phenomenological study was to understand the strategies diplomats use in international negotiations and conflict management. A qualitative phenomenological descriptive approach was used to achieve this purpose. Seven senior leaders and diplomats from five countries and cultures, with a total of 250 years of experience in the field, described the trajectories they experienced in different international negotiation and conflict situations. Transcriptions of interviews were used as the primary source of data in this study. This study found specific bodies of knowledge that influence success in negotiation and conflict management. Results show that diplomats implement different strategies while they negotiate, culture and social skills, including emotions, are very important ingredients in international negotiation that significantly influenced effective negotiation processes and conflict management outcomes. This research can serve as guidance for leaders negotiating complex deals and managing difficult conflicts. This study aspires to contribute to the body of best practices for diplomats across the world.
|Keywords:||Diplomacy, International Negotiation, Conflict Management, Negotiation Strategy, Culture|
Assistant Professor, International Negotiation, IESEG School of Management, Paris, France