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

ISBN: 978-0-7879-5743-8
368 pages
October 2001, Jossey-Bass
Breakthrough International Negotiation: How Great Negotiators Transformed the World
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.
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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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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.
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"Watkins and Rosegrant conclude their well-organized, easy-to-understand presentation with simple guidelines for becoming a breakthrough negotiator." (Library Journal, 1/02)

"The book also offers practical advice in the international arena as well as in government, business and life." (The Texas Mediator, Spring 2002)

"What a book! What a surprise! What relevance!" (Conflict Resolution Notes, April 2003)

"It is essential reading for the experienced student of negotiations." (Book Review Digest, April 2003)

Winner of the CPR Institute's prize for outstanding book in the field of negotiation and dispute resolution for 2001. CPR is the leading US professional organization of dispute resolution professionals.

"We have learned the hard way that much of what we knew about how to navigate in the world does not work in the post-Cold War era. If we are to meet the challenges of negotiating in an increasingly complex world, we need fresh thinking. Breakthrough International Negotiation is an enormous contribution to meeting that need. It is a fascinating examination of recent breakthrough negotiations and their implications for negotiations of all sorts. Watkins and Rosegrant mine these experiences skillfully to fashion a set of practical tools for conducting negotiations and achieving breakthroughs. The general principles and practices that flow from their combined narratives and analytical assessments will be of great value to every practitioner in government and business." (John P. White, lecturer in public policy, Kennedy School of Government, former U.S. Deputy Secretary of Defense, and editor of Keeping the Edge: Managing Defense for the Future)

"As globalization forces more and more companies to operate in the international environment, the capacity to conduct effective "corporate diplomacy" has become a strategic imperative. Though Breakthrough International Negotiation draws on case studies in international diplomatic negotiation, it also provides a powerful, actionable framework for managing global business challenges. It is a must-read for senior executives charged with running international operations or working with foreign governments and NGOs." (Quentin Heim, vice president, of public affairs, Pfizer Pharmaceuticals)

"Watkins and Rosegrant capture the essence of diplomacy in their accounts of the great international negotiations of the nineties. They also provide a powerful framework for making breakthroughs happen in any complex negotiation. Diplomats and business people alike can profit from this remarkable analysis." (Bennett Freeman, former Deputy Assistant Secretary of State for Democracy, Human Rights and Labor, and former manager of corporate affairs, General Electric)

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Breakthrough International Negotiation: How Great Negotiators Transformed the World's Toughest Post-Cold War Conflicts (US $55.00)

-and- A Handbook of International Peacebuilding: Into The Eye Of The Storm (US $55.00)

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