Kissinger the negotiator : lessons from dealmaking at the highest level / James K. Sebenius, R. Nicholas Burns and Robert H. Mnookin.
Material type:
TextPublication details: United States of America : HarperCollins , 2018. Description: 411 p. ; 24 cmISBN: 9780062694171DDC classification: 973.924092
| Item type | Current library | Home library | Call number | Status | Date due | Barcode | Item holds |
|---|---|---|---|---|---|---|---|
English Lending
|
Villa College QI Campus | Villa College Library | 973.924092 SEB (Browse shelf(Opens below)) | Available | 15868 |
Examines the negotiation methods of Henry Kissinger, highlighting such diplomatic achievements as the Paris Peace Accords, for which he won the Nobel Peace Prize
Contents include
How Kissinger Negotiates: The Forgotten Case of Southern Africa. 1. Crafting a Negotiating Strategy --
2. From Strategy to Execution --
3. The Outcome of the Southern Africa Campaign and Insights into Effective Negotiation --
pt. II. "Zooming Out." 4. Strategic: Big-Picture Negotiating --
5. Realistic: Tracking the Deal/No-Deal Balance --
6. Game Changing: Shaping the Deal/No-Deal Balance --
7. Multiparty Dexterity: Orchestrating Complex Negotiations --
pt. III. "Zooming In." 8.Introduction to Kissinger's Interpersonal Approach and Tactics --
9. Reading Counterparts --
10. Relationships and Rapport --
11. Proposals, Concessions, and "Constructive Ambiguity" --
12. Persistence, Momentum, and Shuttle Diplomacy --
13. Secrecy, Centralization, and a Dominant Personal Role.
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