Breakthrough International Negotiation: How Great Negotiators Transformed the Worlds Toughest Post–Cold War Conflicts

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.

Spis treści:
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.

Nota biograficzna:
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.

Okładka tylna:
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 resoluti on professionals develop the skills necessary to become savvy and successful negotiators.