Breakthrough International Negotiation: How Great Negotiators Transformed the World's Toughest Post-Cold War Conflicts
Using a "context of deep-rooted ethnic and ideological" differences, Watkins (Harvard Business Sch.; Winning the Influence Game) and Rosegrant, a journalist and case writer for Harvard's JFK School of Government, identify four core tasks in "breakthrough negotiations." The first is to diagnose the structure of the conflict; the second, to identify barriers to resolution; the third, to manage conflicts that arise within the process; and the fourth, to build momentum with creative deal making. Four 20th-century conflicts help the authors illustrate the application of these tasks: U.S. negotiations with North Korea over their nuclear armament, the ongoing Middle East crisis, the recent strife in Bosnia, and conflict in Iraq. Watkins and Rosegrant conclude their well-organized, easy-to-understand presentation with simple guidelines for becoming a breakthrough negotiator. Complexity is at the root of all breakthrough negotiations, and, as the authors point out, "Even highly successful negotiations are points on a continuum, not the end of the story." For academic, law, and public libraries. Julie Denny, Resolutions, Amenia, NYCopyright 2002 Cahners Business Information, Inc.