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Breakthrough International Negotiation: How Great Negotiators Transformed The World'S Toughest Post-Cold War Conflicts
商品資訊
ISBN13：9780787957438
出版社：John Wiley & Sons Inc
作者：Watkins
出版日：2001/10/15
裝訂／頁數：平裝／368頁
商品簡介
作者簡介
目次
商品簡介
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.
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.
作者簡介
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.
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.
目次
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.
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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