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Kissinger the Negotiator

Lessons from Dealmaking at the Highest Level

About the Book

Foreword by Henry Kissinger

In this groundbreaking, definitive guide to the art of negotiation, three Harvard professors—all experienced negotiators—offer a comprehensive examination of one of the most successful dealmakers of all time.

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.

Essential reading for current and future leaders, Kissinger the Negotiator is an invaluable guide to reaching agreements in challenging situations.

Educator and Librarian Resources

Critical Praise

“Henry Kissinger’s acute understanding of all aspects of international negotiations, from his close attention to detail to his uncanny ability to craft effective negotiating strategies, has made him one of the most highly regarded diplomats in American history. Kissinger the Negotiator is a straightforward examination of Kissinger’s finely honed skills in statecraft that offers keen insight for anyone interested or involved in negotiations at any level.” —James A. Baker III, sixty-first U.S. secretary of state

“Henry Kissinger’s negotiating record is legendary. In this engaging book, the authors were able to get to the root of his tactics and successes, and share practical insights for readers. I would highly recommend Kissinger the Negotiator for anyone facing challenging negotiations in business or diplomacy.” —John Chambers, former chairman, CEO, and president, Cisco Systems, Inc.

“Kissinger was a masterly negotiator with a sense of both tactics and strategy. This book, based on deep interviews and research, shows his strengths and weaknesses as well as, most importantly, the lessons to be learned from his most complex endeavors.” —Walter Isaacson, #1 New York Times bestselling author of Leonardo Da Vinci

Kissinger the Negotiator is a fascinating book about one of the most talented and unique strategists on the world stage, who is thoughtful, strategic, and charming when necessary and assertive when not. There is a lot to learn by having Kissinger’s most important negotiations analyzed by academic experts who had extensive discussions with him about the thought processes that drove his strategic and tactical choices in highly challenging situations. I found the book exciting to read. Others who spend their lives negotiating important matters will as well. Required reading for those interested in affecting the world of affairs.” —Stephen A. Schwarzman, chairman, CEO, and cofounder, Blackstone

“A very readable and informative book that will serve future negotiators well. It also presents a new look at the importance of Henry Kissinger’s role in forming the world in which we now live.” —Booklist

Product Details

  • ISBN: 9780062694171
  • ISBN 10: 0062694170
  • Imprint: Harper
  • On Sale: 05/08/2018
  • Pages: 448
  • List Price: 35.99 CAD
  • BISAC1: BUSINESS & ECONOMICS / Negotiating
  • BISAC2: HISTORY / United States / 20th Century
  • BISAC3: POLITICAL SCIENCE / Public Policy / General

Kissinger the Negotiator by James K. Sebenius, R. Nicholas Burns, Robert H. Mnookin

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