Description
Book SynopsisThis 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
Trade Review"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)
Table of ContentsForeword ix
Shimon Peres
Preface xi
Introduction: Seven Principles of Breakthrough Negotiation xvii
Part One: 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 Two: 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
Suggested Readings 281
Update of the Cases 285
Notes 307
The Authors 333
Index 335
