Following are a few basic approaches that negotiators may wish to bear in mind. While they are oriented toward national delegations at MEA negotiations, the underlying principles may be relevant more broadly to other constituencies and to other contexts.
- As a delegate, you represent your State, not necessarily your Ministry, Department, or other institution.
- The head of your delegation has the overall authority and responsibility for the entire delegation.
- Your negotiating instructions are the basis of everything:
- know them,
- follow them,
- keep them safe, and
- keep them secret.
- Before jumping in to a negotiating session, learn about the forum and its rules of procedure, both formal and informal.
- When in doubt, insert square brackets.
- Focus on substantive objectives and be flexible on wording when your instructions allow.
- Do not rush to fallback positions or the bottom line. And never give up on your mandate without consulting the head of delegation.
- You can create negotiating room by maintaining a strong position.
- Aim for the win-win situation, treating other States and their delegates courteously and honestly. Good relationships and trust are invaluable assets.
- Support the process and participate constructively, even in difficult situations. The multilateral system allows smaller States to be effective, even in the face of opposition from more powerful States.
- If you do not say something in the meeting, it is not in the official report. If it is important or if you want the record to reflect a particular position or issue, speak up.
- Responsible judgment is essential. Think twice before acting, or not acting. Do not accept anything at face value.
- Listen carefully to what is said and, just as importantly, to what is not said.
- Be wary of other delegations that seem to put your State’s interests ahead of their own.
- Be prepared for practical necessities, including alternative transportation and sustenance. Carry local currency (in small denominations) as well as food and water. Eat when you can: you never know when your next meal will be.
This checklist draws upon a similar checklist from Negotiator’s Handbook for MEAs, (UNEP/University of Joensuu/Government of Canada 2006).