Format: Trade Paperback
Dimensions: 368 pages, 9.74 × 7.19 × 1.3 in
Published: October 29, 2001
The following ISBNs are associated with this title:
ISBN - 10: 0787957437
ISBN - 13: 9780787957438
About the Book
<I>Breakthrough International Negotiation</I> gives
readers unusual insight into what it takes to conduct critical
negotiations with far-reaching consequences. This valuable book
also helps conflict resolution professionals develop the skills
necessary to become savvy and successful negotiators.
Table of Contents
Foreword: Shimon Peres.
Introduction: Seven Principles of Breakthrough Negotiation.
PART ONE: FOUNDATIONS OF THE BREAKTHROUGH APPROACH.
1. The United States Engages a Cold War Orphan.
2. Diagnosing the Structure.
3. Tensions Escalate on the Korean Peninsula.
4. Identifying Barriers to Agreement.
5. Carter Achieves a Breakthrough.
6. Managing Conflict.
7. The United States and North Korea Reach Agreement.
8. Building Momentum.
PART TWO: BUILDING THE BREAKTHROUGH TOOLBOX.
9. Getting to the Table in Oslo.
10. Transforming the Balance of Forces.
11. Assembling the Persian Gulf Coalition.
12. Building Coalitions.
13. Ending the War in Bosnia.
14. Leading Negotiations.
Conclusion: Becoming a Breakthrough Negotiator.
Update of the Cases.
From the Publisher
This fascinating and instructive book offers a revealing,
blow-by-blow description of secret, headline-making negotiations in
the Middleast, Korea, Africa, and Bosnia, as well as an invaluable
guide to conducting such a difficult process of tremendous
practical application to a wide variety of conflict resolution
Based on extensive interviews and research with key players at the
highest level, this book not only tells some incredibly dramatic
stories but shows how to use these demonstrated strategies, skills,
improvisational interventions and other techniques. Detailing
breakthrough negotiations which brought the Israelis and
Palestinians together for the first time in Oslo, built the Gulf
War Coalition, ended the great divide between North and South
Korea, and terminated the war in Bosnia, the authors employ a
compelling narrative and didactic style to explain how to
understand and apply sophisticated, field-tested methods of dispute
resolution in a variety of situations.
From the Jacket
Breakthrough International Negotiation gives readers
unusual insight into what it takes to conduct critical negotiations
with far-reaching consequences. This valuable book also helps
conflict resolution professionals develop the skills necessary to
become savvy and successful negotiators.
About the Author
Michael Watkins is an associate professor of business
administration at Harvard Business School, where he teaches courses
on negotiation and corporate diplomacy. He has also taught at
Harvard''s Kennedy School of Government. He is the coauthor of
Right from the Start and Winning the Influence Game.
Susan Rosegrant is a case writer at the John F. Kennedy School of
Government at Harvard University. She was a reporter for Business
Week and the Associated Press and is the coauthor of Route 128.
Winner of the CPR Institute''s prize for outstanding book in the field of negotiation and dispute resolution for2001. CPR is the leading US professional organization of dispute resolution professionals. "We have learned the hard way that much of what we knew about how to navigate in the world does not work in the post-Cold War era. If we are to meet the challenges of negotiating in an increasingly complex world, we need fresh thinking. Breakthrough International Negotiation is an enormous contribution to meeting that need. It is a fascinating examination of recent breakthrough negotiations and their implications for negotiations of all sorts. Watkins and Rosegrant mine these experiences skillfully to fashion a set of practical tools for conducting negotiations and achieving breakthroughs. The general principles and practices that flow from their combined narratives and analytical assessments will be of great value to every practitioner in government and business." (John P. White, lecturer in public policy, Kennedy School of Government, former U.S. Deputy Secretary of Defense, and editor of Keeping the Edge: Managing Defense for the Future) "As globalization forces more and more companies to operate in the international environment, the capacity to conduct effective "corporate diplomacy" has become a strategic imperative. Though Breakthrough International Negotiation draws on case studies in international diplomatic negotiation, it also provides a powerful, actionable framewor