Indeed --- Indeed, it would seem unrealistic to try to engage the other party as an individual, concentrating on interests and aspirations, when as a diplomat one represents a whole country and cannot usually speak in first person. However, here lies the great challenge, in my opinion. When a diplomat is able to effectively do both, ie.- speak for their country while also focusing on individual aspirations and traits, then we have a great negotiator.

Source author: Christian Peter Clay Mendoza cclay@sre.gob.mx