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.

Former Senate George Mitchell shares stories of his years in the Senate, the Northern Ireland peace process, and the art of negotiation.

The Negotiator is the remarkable story of Gershon Baskin, an American-Israeli peace activist who made it his mission to liberate Gilad Schalit. Acting on his own initiative and in no formal capacity, Baskin drew on his ties to Hamas to create a secret back channel between the two sides. Through behind-the-scenes negotiations and clandestine meetings, nightly e-mails and frantic text messages, a great deal of persistence and no small amount of hutzpa, he succeeded where official mediators had failed, paving the way for the deal that ¿ ultimately ¿ brought Gilad home.

A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations—whether in the boardroom or at home. After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. In this practical guide, he shares the nine effective principles—counterintuitive tactics and strategies—you too can use to become more persuasive in both your professional and personal life. Life is a series of negotiations you should be prepared for: buying a car, negotiating a salary, buying a home, renegotiating rent, deliberating with your partner. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.

This fine blend of Harvard scholarship and seasoned judgment is really two books in one. The first develops a sophisticated approach to negotiation for executives, attorneys, diplomats -- indeed, for anyone who bargains or studies its challenges. The second offers a new and compelling vision of the successful manager: as a strong, often subtle negotiator, constantly shaping agreements and informal understandings throughout the complex web of relationships in an organization. Effective managers must be able to reach good formal accords such as contracts, out-of-court settlements, and joint venture agreements. Yet they also have to negotiate with others on whom they depend for results, resources, and authority. Whether getting fuller support from the marketing department, hammering out next year's budget, or winning the approval for a new line of business, managers must be adept at advantageously working out and modifying understandings, resolving disputes, and finding mutual gains where interests and perceptions conflict. In such situations, The Manager as Negotiator shows how to creatively further the totality of one's interests, including important relationships -- in a way that Richard Walton, Harvard Business School Professor of Organizational Behavior, describes as "sensitive to the nuances of negotiating in organizations" and "relentless and skillful in making systematic sense of the process." This book differs fundamentally from the recent spate of negotiation handbooks that tend to espouse one of two approaches: the competitive ("Get yours and most of theirs, too") or the cooperative ("Everyone can always win"). Transcending such cynical and naive views, the authors develop a comprehensive approach, based on strategies and tactics for productively managing the tension between the cooperation and competition that are both inherent in bargaining. Based on the authors' extensive experience with hundreds of cases, and peppered with a number of wide-ranging examples, The Manager as Negotiator will be invaluable to novice and experienced negotiators, public and private managers, academics, and anyone who needs to know the state of the art in this important field.

As secretary of state, James A. Baker III played a critical role on the world stage in the final years of the Cold War as the Soviet Union unraveled. His political sense and the ability to test Soviet leaders, negotiate insoluble problems in the Middle East, charm friends, and achieve the placement of a unified Germany in the North Atlantic Treaty Organization were unmatched. Diana Villiers Negroponte, an author, lawyer, and professor, highlights how Baker mobilized a coalition of international military forces, including the Soviets, to repel Saddam Hussein from Kuwait. Baker seduced Israeli and West Bank Palestinians to meet face to face and begin the Oslo peace process and ended two civil wars in Central America. While he was initially hesitant about the Nunn Lugar bill to safeguard Soviet nuclear weapons, he became a driving force to transport nuclear material to secure sites in Russia. The author also highlights Baker’s failures, such as the inability to hold Yugoslavia together or to provide sufficient funds to stop the collapse of the Soviet economy. With a foreword written by former President George H.W. Bush, this book reveals Baker’s skills as a statesman—and explores how he changed the world.

Quinn, the negotiator, is called in to resolve the plot to keep the U.S. President from signing a U.S.-Soviet disarmament treaty.