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.
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.
Authors
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.
Hardcover
368 pages
