The Confidence Factor in Multilateral Diplomacy

Abstract

It is conspicuous that in the enormous literature on international negotiations the confidence factor is more or less neglected. It is mentioned in passing here and there, in particular in respect of political issues; it has not been systematically treated. Yet any negotiation, whether bilateral or multilateral, is bound to be heavily influenced by the amount of confidence one party has in the other. In terms of time sequence the following distinctions can be made:

• — confidence in the way the counterparts prepare their position for the forthcoming negotiations;

• — confidence in the degree of good faith with which the counterpart will conduct negotiations;

• — confidence in that legislative or other organs will complete the necessary approval or ratification of the results of the negotiations;

• — confidence that the counterpart will execute in good faith the results of the negotiations.

‘The fostering of understanding and trust, in fact, is just as important as the actual reaching of agreement.’ Masayoshi Ohira (Prime Minister of Japan), ‘Brush Strokes’, Moments from My Life, (Foreign Press Center, Japan, 1979, p. 118)

I have made certain suggestions or observations in this chapter elsewhere: Johan Kaufmann, ‘Decision-making for the New International Economic Order’, in Partners in Tomorrow, Strategies for a New International Order A. J. Dolman and J. van Ettinger (eds) (Dutton, New York 10003, 2, Park Avenue); Johan Kaufmann, Conference Diplomacy, rev. edn (Nijhoff, Dordrecht, 1987).