1.4 Defining Negotiation, Mediation, and Diplomacy
Now that we have sufficiently familiarized ourselves with the basics of conflict management, we have a foundation upon which we can develop our understandings of the three key terms of this course: negotiation, mediation, and diplomacy. As we did with conflict management, we can gather some definitions which will help us better understand these terms.
What Is Negotiation?
Put most simply, negotiation is the act of having a discussion or dialogue in order to settle a matter that is in dispute.1 It is a fundamental way of advocating for your interests and trying to reach an agreement with others as to how you can get something that you want.
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Negotiation is practiced through verbal or written communication. It typically takes the form of a back-and-forth until both parties have arrived at an arrangement that they mutually find suitable.2
Another way to think of negotiation is as an interactive conflict management process that becomes necessary when you cannot accomplish your objective single-handedly. This happens primarily when your objective involves the allocation or distribution of something in limited supply.
At this point, you ought to have a sense of how negotiation encompasses a wide array of situations and interactions across various contexts and settings. Therefore, having several working definitions for negotiation will better equip you to approach even unfamiliar or unconsidered scenarios from a negotiation framework. This will help you navigate said scenario more successfully.
What Is Mediation?
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Generally speaking, from the perspective of a mediator (the person who is performing mediation), mediation is the process of being a third party to a negotiation and facilitating conflict management on behalf of others with the aim of establishing agreement, settlement, reconciliation, or compromise.3 On the flip side, from the perspective of the negotiating parties, mediation is the process of consulting a neutral outside party to assist in considering matters of dispute and reaching a consensual agreement that accommodates all of the parties involved.4
In many cases, negotiation can be pursued as a successful conflict management strategy. However, there are instances in which it cannot be pursued or is unsuccessfully pursued. This results in an impasse or even further fallout. These are the instances in which mediation becomes a more desirable conflict management strategy.
More specifically, mediation can refer to a means of conflict management that two disputing parties may pursue voluntarily to avoid an escalation of conflict that would require the intervention of the judicial system. This definition applies to nonnegotiable disputes not only between companies but also between individuals. For instance, mediation is a common occurrence during divorce proceedings among couples who would rather try to reach a compromise without having to appear before a judge in court.
What Is Diplomacy?
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At its core, diplomacy is the art of communicating with people in a tactful and sensitive way.5 Diplomacy is a little different from negotiation and mediation in that it is not a type of conflict management strategy but rather a cross-functional skill. It can be applied to both negotiation and mediation, as well as other conflict management strategies, and in a wide variety of contexts.
More specifically, and perhaps more commonly, diplomacy refers to the practice of conducting negotiations and mediations between nations.6 The skills you will gain from this course would serve you just as well should you pursue a career in international relations. But for our purposes, we will focus on diplomacy as a skillset you can practice both on the international stage and in your interpersonal relationships in order to be a far more effective negotiator or mediator.