Drawn from a variety of negotiation case studies as well as negotiation research, the following articles present negotiation examples in real life and offer strategies for engaging in integrative negotiations strategies aimed at creating win-win scenarios for each party at the negotiation table.
The cover story on the front page of a recent Wall Street Journal declared that “President Barack Obama installed four key regulatory appointees Wednesday without Senate approval using a disputed legal maneuver, setting off a clash with Republicans over presidential power that may end up in the courts” (WSJ, 1/5/12).
In a forthcoming paper, the authors will examine these and other major events in which Henry Kissinger played leading roles in order to extract their most important insights into the principles and practice of effective negotiation.
Key concepts include: Henry Kissinger played key roles in many important diplomatic negotiations. Throughout his time as National Security Advisor and Secretary of State, Kissinger exerted a strong influence on American foreign policy.
In tandem with working for détente with the Soviet Union, he played a central role in helping to end 23 years of diplomatic isolation and mutual suspicion between the United States and China as well as, after the 1973 Yom Kippur war, to orchestrate disengagement agreements between Egypt and Israel as well as Syria and Israel.
Negotiation starts from the first communication between the buyer and the supplier right through to the final signing of the contract.Closed for comment; This paper describes three of the most pivotal negotiations of statesman, scholar, and public intellectual Henry A.Kissinger, born in 1923 to a German Jewish family in Fuerth.The President utilized a tactic known as “fait accompli...Read more » With so many good articles on topics relating to business and negotiation around the web, Negotiation Space has rounded up three for your perusal. Although it is not something we advocate, it seems being mean and disagreeable can be advantageous for men in a negotiation...Co-author James Sebenius discusses what business negotiators can learn.Open for comment; When buyers transact with sellers, they select not only whom to transact with but also for how long.Open for comment; Some employers using online freelance marketplaces for the first time pay more than they have to for workers. An information imbalance that job seekers can exploit, as explained in research by professor Christopher T. Open for comment; Sophisticated international negotiators don't just do a number of separate deals, hoping that they somehow add up to the ultimate result; instead, they design and wage carefully structured "negotiation campaigns." As the USSFTA case illustrates, it is useful in complex, multiparty situations for negotiators to think in terms of multifront campaigns that must combine to generate enough support for ultimate target agreements.The authors of this paper further outline steps involved in orchestrating a successful negotiation campaign.Much has been written about Henry Kissinger the diplomat and United States secretary of state, but surprisingly little about Kissinger the dealmaker.A trio of Harvard scholars remedies that with Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level.