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Index
Cover
Title Page
Contents
Foreword by Henry A. Kissinger
Preface
Introduction: Kissinger the Negotiator: A Story That Should Be Told
Part I: 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
Part 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
Part 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
Conclusion: Key Lessons on Negotiation from Henry Kissinger
Acknowledgments
Bibliography
Notes
Index
About the Authors
Copyright
About the Publisher
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