ABSTRACT
This chapter examines the essential categories of relationships a negotiator will confront, and delves into how alliances are built. It proposes some tips that negotiators can add to their networking toolkit to strengthen these relationships. The easiest relationships to develop are often between negotiators from delegations with common or similar positions. Spoilers are difficult actors in a negotiation, requiring a large degree of finesse and interpersonal management. The most successful negotiators attempt to build relationships with everyone, including the quiets and neutrals, because this can lead to wider acceptance of positions. The concept of the “wrong” delegation is a spillover effect from negotiators not being able to distinguish between the flag, the individual, and the issue. The most effective negotiators are well liked and respected because they undertake to be concertedly diplomatic, fair, and respectful of others.
