Breakthrough international negotiation : how great negotiators transformed the world's toughest post-Cold War conflicts / Michael Watkins, Susan Rosegrant ; foreword by Shimon Peres.

Format:

Book

Author/Creator:

Watkins, Michael, 1956-

Contributor:

Rosegrant, Susan, 1954-

Language:

English

Subjects (All):

Diplomatic negotiations in international disputes.

Mediation, International.

Conflict management.

Complexity (Philosophy).

Physical Description:

xxii, 346 pages : illustrations, map ; 24 cm

Edition:

First edition.

Place of Publication:

San Francisco, CA : Jossey-Bass, [2001]

Summary:

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.

Contents:

Part 1 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 2 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.

Notes:

"A publication of the program on negotiation at Harvard Law School."

Includes bibliographical references (pages 307-332) and index.

ISBN:

0787957437

OCLC:

47696048