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Excerpt:N. KOTZIAS: Negotiations require sobriety, patience and persistence. Belief in the case you are being called upon to defend and promote. They are a marathon "battle" on an open field, and not on an indoor 60-metre track. At the same time, one has to understand that the negotiations are not carried out only at the moment when the various parties meet, but also in many other forms, including public diplomacy, meetings with third parties, citizens’ diplomacy. Success also depends on how convinced your own public are of what you are seeking. In other words, negotiations go through many phases, stages and structures. ...
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