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

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9780787957438: Breakthrough International Negotiation: How Great Negotiators Transformed the World's Toughest Post-Cold War Conflicts
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This fascinating and instructive book offers a revealing,blow-by-blow description of secret, headline-making negotiations inthe Middleast, Korea, Africa, and Bosnia, as well as an invaluableguide to conducting such a difficult process of tremendouspractical application to a wide variety of conflict resolutionprofessionals.

Based on extensive interviews and research with key players at thehighest level, this book not only tells some incredibly dramaticstories but shows how to use these demonstrated strategies, skills,improvisational interventions and other techniques. Detailingbreakthrough negotiations which brought the Israelis andPalestinians together for the first time in Oslo, built the GulfWar Coalition, ended the great divide between North and SouthKorea, and terminated the war in Bosnia, the authors employ acompelling narrative and didactic style to explain how tounderstand and apply sophisticated, field-tested methods of disputeresolution in a variety of situations.

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From the Publisher:

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)

From the Inside Flap:

Since the end of the Cold War, negotiation has played a profoundrole in the resolution of international disputes. World-renownednegotiators built the Gulf War coalition to take on Iraq's SaddamHussein, 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 enablednegotiators 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 resolutionprofessionals seeking a better understanding of the negotiationprocess. It takes us behind closed doors with giftednegotiators— including James Baker, Terje Larsen, RobertGallucci, and Richard Holbrooke— to learn how they achievedbreakthroughs in complex situations that seemed hopelessly lockedin conflict. Breakthrough International Negotiation includescompelling accounts of the first-hand experiences of keyparticipants, including secretaries of state, generals, academics,members of Congress, and presidential advisors. In addition, thebook provides specific, action-oriented frameworks and guidelinesthat mediators can apply on the job.
Throughout Breakthrough International Negotiation, expertnegotiators show how to "shape the game" by involving new players,controlling the agenda, developing creative options, buildingcoalitions, and managing the pace of events. While the book's casestudies focus on diplomatic negotiations, the ideas and approachesdiscussed can be readily applied to negotiations in government,business, and private life.

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