Breakthrough International Negotiation: How Great Negotiators Transformed the Worlds Toughest Post…

Paperback | October 29, 2001

byMichael Watkins, Susan Rosegrant

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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 professionals.

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.

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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 professionals.Based on extensive interviews and research with key players at the high...

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.

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 f...

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Format:PaperbackDimensions:368 pages, 9.74 × 7.19 × 1.3 inPublished:October 29, 2001Publisher:WileyLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0787957437

ISBN - 13:9780787957438

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Table of Contents

Foreword: Shimon Peres.

Preface.

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.

Suggested Readings.

Update of the Cases.

Notes.

The Authors.

Index.