Michael Watkins, Susan Rosegrant

Breakthrough International Negotiation

• Broschiertes Buch

Produktbeschreibung

Breakthrough International Negotiation gives readers unusual insight into what it takes to conduct critical negotiations with far-reaching consequences. This valuable book also helps conflict resolution professionals develop the skills necessary to become savvy and successful negotiators.

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Produktdetails

• Verlag: Wiley
• Seitenzahl: 368
• Erscheinungstermin: 29. Oktober 2001
• Englisch
• Abmessung: 235mm x 191mm x 20mm
• Gewicht: 690g
• ISBN-13: 9780787957438
• ISBN-10: 0787957437
• Artikelnr.: 21345445

Autorenporträt

Adrienne Watkins is a native New Yorker who has made friends with many people on her travels to Europe, Asia, Africa, and South and Central America. She has learned something from each one. She took a writing course with the Institute of Children's Literature, and the result is this novel.

Inhaltsangabe

Foreword 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