Breakthrough International Negotiation

1. Auflage 2001
ISBN: 978-0-7879-5743-8
Verlag: Wiley

Buch, Englisch, 368 Seiten, Format (B × H): 191 mm x 235 mm, Gewicht: 690 g

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.

Autoren/Hrsg.

Watkins, Michael

Rosegrant, Susan

Inhaltsverzeichnis

Foreword ix
Shimon Peres

Preface xi

Introduction: Seven Principles of Breakthrough Negotiation xvii

Part One: Foundations Of The Breakthrough Approach 1

1 The United States Engages a Cold War Orphan 3

2 Diagnosing the Structure 17

3 Tensions Escalate on the Korean Peninsula 38

4 Identifying Barriers to Agreement 56

5 Carter Achieves a Breakthrough 81

6 Managing Conflict 87

7 The United States and North Korea Reach Agreement 101

8 Building Momentum 109

Part Two: Building The Breakthrough Toolbox 131

9 Getting to the Table in Oslo 133

10 Transforming the Balance of Forces 164

11 Assembling the Persian Gulf Coalition 178

12 Building Coalitions 211

13 Ending the War in Bosnia 228

14 Leading Negotiations 266

Conclusion: Becoming a Breakthrough Negotiator 279

Suggested Readings 281

Update of the Cases 285

Notes 307

The Authors 333

Index 335

Über Autor(innen)

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.