The goal of a negotiation is to resolve a conflict. This should be done rationally while ensuring face-saving measures for all parties involved.

The escalation in the Oval Office was emotional and resulted in a loss of face for all parties involved. For a decision maker, losing face is dramatic, which is why they should not negotiate.In our consulting practice, we never allow decision makers to personally address a conflict, as the risk of emotional escalation is too high. If the negotiators or ministers had clashed, Trump and Zelensky could have focused on laying the groundwork for the next negotiation with a forward-looking approach.

Decision makers talk about commonalities, shared goals, and the willingness of all parties to find a good solution. They never, ever talk about the conflict itself.