Gaby
Given the current state of relations between Russia and Ukraine, this material is particularly relevant.
Market economy, cooperative or small enterprises, farming… These concepts are becoming increasingly part of our daily lives. More and more of our compatriots, who were once far removed from business agreements and contracts, are contemplating whether to start their own ventures. Unfortunately, many of our businesspeople and public figures do not always realize that the success of their endeavors often hinges on adhering to accepted rules and norms of conduct. These rules apply both internationally and domestically. All these protocols, norms, conventions, and traditions are collectively referred to as diplomatic protocol.
A top-notch professional, the Extraordinary and Plenipotentiary Ambassador of the USSR, Professor F. F. Molochkov, has repeatedly emphasized that impeccable diplomatic protocol can elevate “third-rate” diplomacy to a much higher level; for a diplomat, mastering diplomatic protocol is as essential as a surgeon’s skillful use of a scalpel. Over the years, I have often witnessed the truth of these statements: protocol can achieve a great deal.
To humiliate a person (or, in international relations, a state), one does not need a harsh voice or a stern face; it is enough to casually pat your interlocutor on the shoulder in an official setting…
For a long time, we have overlooked the importance of etiquette in our daily lives, considering it almost superfluous. Today, this leads to our businesspeople finding themselves in difficult situations because of inappropriate behavior, and they struggle during negotiations.
So, what is diplomatic protocol? It consists of two parts: international law—which governs the status, privileges, and inviolability of foreigners in a given country—and etiquette. Confucius once said that one must possess an abundance of talents and virtues to replace etiquette. In fact, we will focus solely on this aspect of diplomatic protocol moving forward.
First and foremost, I want to emphasize that diplomatic protocol is not only applicable during international negotiations or high-level meetings; we use it both vertically and horizontally. It serves as a classic, universal means of human communication. It was established long ago when early tribes, having resolved their conflicts, entered into the first peace agreements. That’s likely when the etiquette for conducting peaceful diplomatic negotiations began to take shape.
Over the centuries, the etiquette for concluding trade agreements, inter-agency contracts, and even the conduct of sporting events has been refined.
Ultimately, often without realizing it, we adhere to diplomatic protocol in our everyday lives. For instance, when an older man enters a room, a younger person will invariably stand up to greet him, and a polite man will allow a woman to speak first. When hosting guests, who should be offered coffee first—older individuals, men, or women?
Diplomatic protocol consists of many so-called formulas. Some of these are essential to know. Anyone intending to conduct business in our country or abroad should master the formula for the “official person.” What does this mean? Let me explain with an example. Once, negotiations were taking place at an enterprise in the capital; the successful conclusion of those talks would allow the Kyiv representatives to enter the international arena. A low price was crucial. Suddenly, one of the specialists began to express his own thoughts.
He said he had his own opinion about the preliminary conditions set by his management. The foreign partners interpreted this as a change in the position of the Ukrainian side. A negotiator doesn’t speak for themselves; they speak for their side and must convey the official position, not personal opinions. That specialist harmed the negotiations.
All discussions and proposals should be thoroughly reviewed before the official meeting. This work cannot be done in the presence of future partners. At business meetings and during the signing of agreements and protocols, there are no “specialists”—there is only the official person.
An official person must, even when mentally rehearsing various scenarios, envision the final outcome and the means to achieve it. To me, a fitting comparison is this: when turning on a faucet, know not only how to turn it off but also what will happen to you and others if you cannot manage it.
There is no need to list all the formulas now. Be warned: there are no trivialities in etiquette. In certain situations, a detail can become decisive and significantly shape others’ perceptions of you. Among our businesspeople, there is sometimes a tendency to offer a handshake reluctantly or stiffly. Whether they see it as a display of superiority or some kind of sophistication, I cannot explain. But I know for sure that, as the French say, it “smells fishy”—it raises suspicions. So I advise both men and women to offer a firm handshake when greeting, energetically shaking their partner’s hand.
However, the formula for a business meeting will be the topic of our next discussion.
I believe that communication with readers will be more beneficial if we address specific situations in the future, allowing us to understand where a person acted correctly and where they made a mistake.
