Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level

Citation:

Sebenius, James K., R. Nicholas Burns, and Robert H. Mnookin. 2018. Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level. HarperCollins Publishers. Copy at http://www.tinyurl.com/yabg9qya
Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level

Abstract:

Politicians, world leaders, and business executives around the world—including every President from John F. Kennedy to Donald J. Trump—have sought the counsel of Henry Kissinger, a brilliant diplomat and historian whose unprecedented achievements as a negotiator have been universally acknowledged. Now, for the first time, Kissinger the Negotiator provides a clear analysis of Kissinger’s overall approach to making deals and resolving conflicts—expertise that holds powerful and enduring lessons.

James K. Sebenius (Harvard Business School), R. Nicholas Burns (Harvard Kennedy School of Government), and Robert H. Mnookin (Harvard Law School) crystallize the key elements of Kissinger’s approach, based on in-depth interviews with the former secretary of state himself about some of his most difficult negotiations, an extensive study of his record, and many independent sources. Taut and instructive, Kissinger the Negotiator mines the long and fruitful career of this elder statesman and shows how his strategies apply not only to contemporary diplomatic challenges but also to other realms of negotiation, including business, public policy, and law.

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