Table of Contents
Foreword Henry A. Kissinger vii
Preface xi
Introduction: Kissinger the Negotiator: A Story That Should Be Told xix
Part I How Kissinger Negotiates: The Forgotten Case of Southern Africa
1 Crafting a Negotiating Strategy 3
2 From Strategy to Execution 24
3 The Outcome of the Southern Africa Campaign and Insights into Effective Negotiation 55
Part II "Zooming Out"
4 Strategic: Big-Picture Negotiating 67
5 Realistic: Tracking the Deal/No-Deal Balance 82
6 Game Changing: Shaping the Deal/No-Deal Balance 102
7 Multiparty Dexterity: Orchestrating Complex Negotiations 163
Part III "Zooming In"
8 Introduction to Kissinger's Interpersonal Approach and Tactics 189
9 Reading Counterparts 194
10 Relationships and Rapport 211
11 Proposals, Concessions, and "Constructive Ambiguity" 222
12 Persistence, Momentum, and Shuttle Diplomacy 233
13 Secrecy, Centralization, and a Dominant Personal Role 239
Conclusion: Key Lessons on Negotiation from Henry Kissinger 257
Acknowledgments 289
Notes 291
Bibliography 369
Index 395