Mark Carney, Canada’s new Prime Minister, gave students of diplomacy and negotiation a Master Class this week in his first meeting with Donald Trump since taking office. Inevitably he had to tackle the thorny issue of Trump’s conviction that Canada should become the 51st state of the US.

Here’s what he said… “As you know from real estate, there are some places that are never for sale. We’re sitting in one right now. You know, Buckingham Palace you visited as well, and having met with the owners of Canada over the course of the campaign…last several months, it’s not for sale, won’t be for sale ever. But the opportunity is in the partnership and what we can build together, and we have done that in the past…”

This bears some analysis.

Carney began with a reference to real estate. This established common ground based on Trump’s business background and Carney’s time spent working with real estate investor, Brookfield Asset Management. It then put Carney in the position of being able to make his main point clearly and unequivocally.

He supported this with two further references, thereby softening the point he had just made. The one to the White House was deferential not just to the building, but to its current occupant. It is widely accepted that Trump responds well to flattery so this pressed the right button.

Carney then went on to make reference to Buckingham Palace. Trump’s affection for the UK and the Royal Family in particular is well-known, and Carney will no doubt be well aware that Trump has enjoyed a State Visit and has an invitation to a second one on his mantelpiece. More ego-stroking for the President.

Perhaps, though, this was also a subtle reminder to Trump that King Charles is Canada’s head of state. A polite was of saying, “It’s not my country you’re suggesting you ‘buy’, it’s the King’s”.

Developing this theme, Carney made reference to the owners of Canada. This served to remind Trump that Carney has recently been elected and, to revert to the real estate theme, that he is effectively the estate agent not the property owner himself.

Finally, Carney moved swiftly on to “the opportunity”, whilst referring back to previous achievements. This presented Trump with the carrot of a potential ‘win’ whilst also reminding him that Canada’s relationship with the US has been at its best when they have co-ordinated their actions rather than conflicted.

Importantly, all of this was delivered in a measured way with open body language, a wry smile and occasionally a twinkle in the eye.

Apart from a brief “never say never” interjection from Trump it really left him with nowhere to go and certainly eclipsed all of his previous overtures playing on the marriage theme and lower taxes.

In terms of both substance and style I would mark Mark’s performance at 10/10. Anyone preparing for a negotiation, whether it be with a client, car salesman or confrontational teenager could do worse than watch this 30 second performance again.