The International Negotiations Handbook - Baker & McKenzie

PILPG and Baker & McKenzie
Defining Roles
It is imperative during the preparation stage that the delegation establishes its roles
and responsibilities, which may be influenced by the delegation’s goals. There are
several different approaches to the way in which delegations can be structured, from
a purely egalitarian structure to a hierarchical structure. States have found that the
most effective delegations are those structured in the hierarchical manner. Once
the structure is decided upon, determining what roles each member will play within
that structure, adequately defining those roles, and explaining to the delegation how
the roles fit together will allow the delegation to work together effectively and
towards a common goal.
It is important that each member of the delegation, including its technical experts,
know their role on the delegation and understand their individual responsibilities
in the process. The following persons are recommended:
• Decision maker.
– The member of the delegation who will be responsible for ensuring that the
strategy is implemented and each of the other delegation members fulfill
their responsibilities as planned.
• Spokesperson.
– Generally, there should be one person delegated to speak on behalf of the
delegation so as to ensure that a consistent message is being delivered and
that the pre-determined negotiation strategy is preserved.
– If the other parties or media speak with multiple delegation members,
the message and strategy must remain consistent.
– The choice of spokesperson may also influence the delegate with whom
the mediator communicates on the other side.
• Technical person who fully understands the key issues.
• Person of influence.
• Antagonist (i.e. military or religious figure) if necessary.
• Designated member responsible for anticipating the other delegation’s strengths
and strategies (“red team” member).
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