Breakthrough International Negotiation: How Great Negotiators Transformed the World's Toughest Post-Cold War Conflicts / Edition 1

Breakthrough International Negotiation: How Great Negotiators Transformed the World's Toughest Post-Cold War Conflicts / Edition 1

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by Michael Watkins, Susan Rosegrant
     
 

Since the end of the Cold War, negotiation has played a profound role in the resolution of international disputes. World-renowned negotiators built the Gulf War coalition to take on Iraq's Saddam Hussein, helped defuse nuclear tensions on the Korean Peninsula, ended the war in Bosnia, and achieved other critical resolutions. What happened during these

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Overview

Since the end of the Cold War, negotiation has played a profound role in the resolution of international disputes. World-renowned negotiators built the Gulf War coalition to take on Iraq's Saddam Hussein, helped defuse nuclear tensions on the Korean Peninsula, ended the war in Bosnia, and achieved other critical resolutions. What happened during these tension-filled negotiations that enabled negotiators to achieve such extraordinary breakthroughs?
Breakthrough International Negotiation pairs vivid, blow-by-blow descriptions of sensitive negotiations in the Mideast, Korea, and Bosnia with practical advice for conflict resolution professionals seeking a better understanding of the negotiation process. It takes us behind closed doors with gifted negotiators— including James Baker, Terje Larsen, Robert Gallucci, and Richard Holbrooke— to learn how they achieved breakthroughs in complex situations that seemed hopelessly locked in conflict. Breakthrough International Negotiation includes compelling accounts of the first-hand experiences of key participants, including secretaries of state, generals, academics, members of Congress, and presidential advisors. In addition, the book provides specific, action-oriented frameworks and guidelines that mediators can apply on the job.
Throughout Breakthrough International Negotiation, expert negotiators show how to "shape the game" by involving new players, controlling the agenda, developing creative options, building coalitions, and managing the pace of events. While the book's case studies focus on diplomatic negotiations, the ideas and approaches discussed can be readily applied to negotiations in government, business, and private life.

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Product Details

ISBN-13:
9780787957438
Publisher:
Wiley
Publication date:
10/29/2001
Edition description:
New Edition
Pages:
368
Product dimensions:
7.19(w) x 9.74(h) x 1.30(d)

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.

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