The current environment of international relations and diplomacy provides the business world and organizations with inspiring and useful lessons in negotiation - both in terms of what to do and what not to do. It seems that every day, we receive news and impulses from diplomats that can represent relevant learnings for the business world. And this is very much true in the opposite direction--diplomats and political negotiators can learn a great deal from businesspeople. We could even go as far as to say that businesspeople can have a positive influence on some of the world’s presidents and ministers, not only through how they lead their organizations, but also how they negotiate.

In the world of high-stakes and complex negotiations--whether in corporate boardrooms or diplomatic chambers - abstract promises and long-term visions often fall short. What truly drives momentum and builds trust are concrete, short-term results. These are the tangible wins that signal progress, reduce uncertainty, and create leverage for future gains.

Business representatives think differently than diplomats: they are highly success-oriented, much more concrete, and focused on measurable outcomes. And that is exactly what is needed in negotiations with the USA, Russia, China and other superpowers. Concrete, short-term goals that can be implemented quickly are recommended.

It is interesting to note that CEOs like Tim Cook, Elon Musk, Satya Nadella, Bernard Arnault or Masayoshi Son sometimes operate as quasi-diplomats, highlighting the blurred line between business and global politics. This creates a new and rather impressive landscape, a sort of hierarchical reversal between states and a company representative, and one which is quite foreign to political modernity. We no longer need to think in separate boxes—everything is now interconnected, and the old ways of dividing the world no longer apply.

Why short-term results matter

In difficult negotiations, parties are often entrenched, skeptical, or operating under pressure. Long-term goals may be shared, but without immediate proof ofprogress, and talks can stall - or even collapse. Instead, short-term results can:

• Build credibility: Delivering on small commitments shows reliability
• Create momentum: Each success fuels the nextstep, keeping parties engaged
• Clarify complexity: Breaking down large issues into manageable pieces makes resolution more achievable (think of the concepts:“Rome wasn’t built in a day”, “The journey of a thousand miles begins with a single step”, “How do you eat an elephant? One bite at a time”, or the psychological “chunking”—grouping information or an issue into manageable units)
• Reduce risk: Stakeholders are more willing to act when the outcomes are visible and near term

However, while short-term wins are important, both diplomacy and business must consider long-term consequences and reputational risks. Business negotiators can learn from diplomatic emphasis on sustainable peace, mutual respect and global impact.

Lessons for business from diplomacy

Diplomats are masters of navigating complexity. In peace talks, trade agreements, bilateral or multilateral summits, they often pursue incremental wins--ceasefires, humanitarian corridors, or provisional accords. These are more than just symbolic. These achievements:

• Establish trust-building mechanisms
• Allow for testing cooperation before deeper commitments
• Provide political cover for continued engagement
• Diplomatic tools like backchannel diplomacy have business parallels in private, informal negotiations or silent stakeholders

Businesses can adopt similar tactics. Instead of pushing for sweeping contracts or full-scale partnerships from the outset, they can:

• Propose pilot programs
• Agree on interim milestones
• Use performance-based incentives to align interests

Lessons for diplomats from business

Businessleaders instead are masters of simplifying complexity. In business contracts, sales agreements, procurement deals, union resolutions, they often focus on immediate wins. And different from the incremental wins diplomats may obtain, these types of achievements:

• Accelerate deal-making and implementation
• Signal market confidence and attract investment
• Create leverage for renegotiation or expansion
• Drive public and political pressure for reform
• Set benchmarks and performance standards

 Diplomats can learn from business practices to sharpen their negotiation edge and drive results more efficiently.Instead of relying solely on long-term relationship-building and cautious consensus, diplomats could find inspiration from business to:

• Define measurable outcomes early
• Adopt agile negotiation cycles
• Use strategic incentives to unlock cooperation
• Treat negotiations like ventures
• Leverage data and analytics

This approach doesn’t replace diplomacy’s strengths--it complements them. By integrating business-style precision and adaptability, diplomats can move faster, deliver tangible wins, and build credibility in high-stakes environments.

Strategic Takeaway

Small, early wins build confidence and create a psychological sense of progress, which encourages continued engagement and cooperation. This aligns with the "progress principle", people feel more motivated when they see evidence that they’re moving forward.

In complex negotiations, short-term results are not a compromise--they're a strategy. They transform abstract intentions into actionable steps, reduce friction, and lay the groundwork for durable agreements. Whether you're closing a merger or navigating a labor dispute win small, win early, win often. The chances are much higher that you will eventually win big.