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international international

Opinion W�y �eg�t��t��� ��d te���� �re “tw�� g�me�” match starts when one of the players puts into play (“serves”) a
w�t� t�e ��me �ct�r� ��d ���ct�r�? In the matter and “sends it” over to the other side of the net, attempting
scientific negotiation and conflict-resolution to influence the opponent’s posture. The other player receives
“the nego-tennis literature, a “Game” is a strategic situation of the message (“returns”) and the “rally” ensues. After passing
actual or perceived conflict in which at least two
through various stages, the subsequent “strokes” (and the
sides are involved and whose outcome cannot be
players’ skills) determine which of the players can establish an
Method” – Xavier imposed by only one of them. We can describe advantageous position and eventually “conclude” the point in
his favor. This process is repeated for each “point” or “issue”
a “negotiation” as a “game” involving a process,
Campos ballester in which two or more parties communicate over several “rounds” or “sets”, until the “final score” is reached.
One of the greatest advantages of the Nego-Tennis Method
– exchanging messages – on one or more issues,
in order to reach a mutually acceptable outcome, is that it allows to structure and manage, from a strategic and
in order to achieve a so-called “agreement”. tactical perspective, the different types of messages or “shots”
Paraphrasing the above definition in tennis and facilitates their proper recognition in spite of the difficulties
terms, it is easy to think of the negotiating parties inherent in an intercultural communication context. It promotes
as “Players”, each side controlling the respective “active listening”, the equivalent of “watching the ball”, that is
“Half-Court”, separated by a virtual net and one of the principal skills of successful negotiators and tennis
trying to influence each other with their “Shots” players. As far as multilateral negotiations are concerned, the
Xavier Campos Ballester is a former United to “learn by playing”, about myself and about my in order to achieve the best possible outcome, best way to understand them is by analogy to tennis tournaments,
Nations international civil servant, conference opponents and partners every time I step on a the “Score” of their “Game”. The underlying which take place on the basis of a selection process in rounds
interpreter and lawyer, specializing in international court. And that was just the beginning. From the inference of the Nego-Tennis Method is that leading to the “final match” on center court. Of course, there
and comparative law, negotiation, mediation and moment when, “once upon a time at Harvard”, I negotiation can best be perceived, approached are also some “special shots” and tactics, usually of “rhetorical”
conflict resolution. Xavier is also a tennis coach and “rediscovered” the game of tennis as a source of and mastered from a tennis perspective, “with nature or played “for the gallery”, which are characteristic of the
has played, taught and discussed the tennis game in inspiration for creative solutions to the strategic tennis eyes” so to say. communicative needs in multilater meetings.
many countries and languages. Read about his book and tactical challenges of international and
on “The Nego-Tennis Method: the art and science inter-cultural negotiations, I have continued W��t �re �d���t�ge� ��� t�e Neg�-�e���� �et��d H�w c�� t�e ��u�d�me�t�l �k�ll� ��d �b�l�t�e� ��� “�l�b�l
of tennis applied to international negotiations”. to refine the Nego-Tennis Method. Later on, ��er c���e�t����l �ppr��c�e� t� �eg�t��t��� C�mpet�t�r�” be de�el�ped ��d �ppl�ed, �� t�e c�urt ��d ��
I realized that the best way to introduce and ��d c��fl�ct re��lut���? Having spent many ��ter��t����l �eg�t��t����? The great advantage of the Nego-
W��t ex�ctly �� t�e “Neg�-�e���� �et��d”? develop the strategic and tactical skills and the years studying both diplomatic and business Tenis Method is that it is easy to assimilate, flexible and adaptable
It’s an innovative, eye-opening and exciting champion qualities that make the art and science negotiation conceptual frameworks, including to all kinds of situations. It encourages creativity and is a lot of
approach to understanding and mastering that are the essence of tennis and international “Game Theory”, I realized that they can be fun. It allows to develop the competitive skills that are the key
negotiation from the perspective, not only of negotiation was to alternate training sessions of enhanced and upgraded with a “Theory on a to success on the court (timing, anticipation, creativity, strategic
“Game Theory”, but from the point of view of the on-court drills and class-room simulations. This (real) game”. Far better results can be achieved vision and mental strength) and to transfer them to professional
“Game Praxis” of a really existing competitive is a format that I call “The Global Competitor integrating “Game Practice”. In other words, by negotiations. Practitioners of the Method can enjoy and “learn
game, such as tennis. My book is all about “seeing Workshop”, which is described in more detail in focusing on the “art and science” and the way by playing” and become “Global Competitors” in tennis and
negotiation with tennis eyes”. In it, I demonstrate my book. Over the years, I have put the Nego- successful competitors perform in really existing business at the same time.
that negotiation, and particularly intercultural Tennis Method to work in my interactions games, such as tennis. While “Game Theory”
negotiation and tennis are “twin games”, with the with scores of international partners, and I can be very useful to identify and analyze the H�w el�e c�� t�e re�der� ��d p�rt�c�p��t� �� “�l�b�l
same actors, factors and stages, and can - and have also taught it, and let it work for others, interests at hand and to prepare the initial “Game C�mpet�t�r W�rk���p�” be�efit ��r�m t�e “Neg�-�e����
should - be understood, mastered and enjoyed in training sessions and clinics conducted Plan”, it fails to adequately take into account �et��d”? In addition to being an innovative and effective
together in order to be successful on the court, for diplomats and students of international the personality of the players and the tactical method to assimilate the art and science of international
in business and in life. relations. In addition, I have used the Method and strategic variations in the communication negotiation, my book on Nego-Tennis is a passionate plaidoyer
to analyze the actors and factors and better process and the exchange of messages while of the “game” of tennis, the “sport of kings”, which is a real
W��t �� t�e �r�g�� ��� t�e �et��d? H�w d�d understand the issues involved in hundreds of the “game is on”. The Nego-Tennis Method athletic chess and can be a faithful companion (and teacher)
I c�me up w�t� t�e �de�? The “genesis”of the international conferences and meetings at the does precisely that and it also helps to identify throughout our lives. Therefore, I invite all those interested
Nego-Tennis Method goes back to 1990, when United Nations on a wide range of topics, such and develop the required competitive skills that in taking advantage of this fantastic way to make the ideal
I was at Cambridge, Massachussets, taking part as peacemaking, conflict resolution, economic enable the players to “think and act” as “Global “mens sana in corpore sano” possible to read more about how
as “resource person” representing UNITAR and trade issues or human rights efforts. Last, Competitors”. Moreover, it allows negotiators to it can be done. The Method is available as an e-bok on Kindle
at a program organized by the Harvard but not least, I have also used the Nego-Tennis “see the whole forest and each individual tree”, in (Amazon).. And those who wish may contact the author for
Negotiation Project. It was then that the idea Method to promote the recognition and the other words, to deal with each and every point further information by sending a message nego.tennis@gmail.
of explaining and mastering the negotiation observance of fundamental human rights and during the rhetorical and dialectical rallies of the com. I assure readers that the results will not disappoint them.
game using analogies to the techniques, tactics labor standards WITHIN the United Nations “negotiation match”.
and strategies of tenis first “dawned on me”. I Secretariat, acting as a representative of UN staff D��cl��mer: The �b��e �rt�cle �� t�e �p����� ��� t�e �ut��r. F�r
realized that by combining my expertise on both members and employees. A type of, as experts W��t �re t�e “���t�”, t�e t�ct�c� ��d t�e �tr�teg�e� m�re det��l� �� t�e met��d de�cr�bed, ple��e �l�� re�d UN
“twin games” I could see “the big picture” and like to say, “asymmetric endeavor”, that, in my �� b�l�ter�l ��d mult�l�ter�l �eg�t��t����? The ��d�y, N��ember 2024, �r ���ll�w t�e l��k �ttp�://u�t�d�y.�rg/
become an effective “Global Competitor” in opinion, comes closest to the job description of structure of a tennis match and a negotiation t�e-�eg�-te����-met��d/
tennis and in business. And it also enabled me “negotiating as an underdog”. is practically identical. After a “warm-up”, the

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