Michael Watkins is an associate professor of business administration at Harvard Business School, where he teaches courses on negotiation and corporate diplomacy. He has also taught at Harvard's Kennedy School of Government. He is the coauthor of Right from the Start and Winning the Influence Game. Susan Rosegrant is a case writer at the John F. Kennedy School of Government at Harvard University. She was a reporter for Business Week and the Associated Press and is the coauthor of Route 128.

"Watkins and Rosegrant conclude their well-organized, easy-to-understand presentation with simple guidelines for becoming a breakthrough negotiator." (Library Journal, 1/02) "The book also offers practical advice in the international arena as well as in government, business and life." (The Texas Mediator, Spring 2002)"What a book! What a surprise! What relevance!" (Conflict Resolution Notes, April 2003)"It is essential reading for the experienced student of negotiations." (Book Review Digest, April 2003)

• Foreword ixShimon PeresPreface xi Introduction: Seven Principles of Breakthrough Negotiation xvii Part One: Foundations Of The Breakthrough Approach 1 1 The United States Engages a Cold War Orphan 3 2 Diagnosing the Structure 17 3 Tensions Escalate on the Korean Peninsula 38 4 Identifying Barriers to Agreement 56 5 Carter Achieves a Breakthrough 81 6 Managing Conflict 87 7 The United States and North Korea Reach Agreement 101 8 Building Momentum 109 Part Two: Building The Breakthrough Toolbox 131 9 Getting to the Table in Oslo 133 10 Transforming the Balance of Forces 164 11 Assembling the Persian Gulf Coalition 178 12 Building Coalitions 211 13 Ending the War in Bosnia 228 14 Leading Negotiations 266 Conclusion: Becoming a Breakthrough Negotiator 279 Suggested Readings 281 Update of the Cases 285 Notes 307 The Authors 333 Index 335

Michael Watkins is an associate professor of business administration at Harvard Business School, where he teaches courses on negotiation and corporate diplomacy. He has also taught at Harvard's Kennedy School of Government. He is the coauthor of Right from the Start and Winning the Influence Game. Susan Rosegrant is a case writer at the John F. Kennedy School of Government at Harvard University. She was a reporter for Business Week and the Associated Press and is the coauthor of Route 128.

"Watkins and Rosegrant conclude their well-organized, easy-to-understand presentation with simple guidelines for becoming a breakthrough negotiator." (Library Journal, 1/02) "The book also offers practical advice in the international arena as well as in government, business and life." (The Texas Mediator, Spring 2002)"What a book! What a surprise! What relevance!" (Conflict Resolution Notes, April 2003)"It is essential reading for the experienced student of negotiations." (Book Review Digest, April 2003)

• Foreword ixShimon PeresPreface xi Introduction: Seven Principles of Breakthrough Negotiation xvii Part One: Foundations Of The Breakthrough Approach 1 1 The United States Engages a Cold War Orphan 3 2 Diagnosing the Structure 17 3 Tensions Escalate on the Korean Peninsula 38 4 Identifying Barriers to Agreement 56 5 Carter Achieves a Breakthrough 81 6 Managing Conflict 87 7 The United States and North Korea Reach Agreement 101 8 Building Momentum 109 Part Two: Building The Breakthrough Toolbox 131 9 Getting to the Table in Oslo 133 10 Transforming the Balance of Forces 164 11 Assembling the Persian Gulf Coalition 178 12 Building Coalitions 211 13 Ending the War in Bosnia 228 14 Leading Negotiations 266 Conclusion: Becoming a Breakthrough Negotiator 279 Suggested Readings 281 Update of the Cases 285 Notes 307 The Authors 333 Index 335

Michael Watkins is an associate professor of business administration at Harvard Business School, where he teaches courses on negotiation and corporate diplomacy. He has also taught at Harvard's Kennedy School of Government. He is the coauthor of Right from the Start and Winning the Influence Game. Susan Rosegrant is a case writer at the John F. Kennedy School of Government at Harvard University. She was a reporter for Business Week and the Associated Press and is the coauthor of Route 128.

"Watkins and Rosegrant conclude their well-organized, easy-to-understand presentation with simple guidelines for becoming a breakthrough negotiator." (Library Journal, 1/02) "The book also offers practical advice in the international arena as well as in government, business and life." (The Texas Mediator, Spring 2002)"What a book! What a surprise! What relevance!" (Conflict Resolution Notes, April 2003)"It is essential reading for the experienced student of negotiations." (Book Review Digest, April 2003)

• Foreword ixShimon PeresPreface xi Introduction: Seven Principles of Breakthrough Negotiation xvii Part One: Foundations Of The Breakthrough Approach 1 1 The United States Engages a Cold War Orphan 3 2 Diagnosing the Structure 17 3 Tensions Escalate on the Korean Peninsula 38 4 Identifying Barriers to Agreement 56 5 Carter Achieves a Breakthrough 81 6 Managing Conflict 87 7 The United States and North Korea Reach Agreement 101 8 Building Momentum 109 Part Two: Building The Breakthrough Toolbox 131 9 Getting to the Table in Oslo 133 10 Transforming the Balance of Forces 164 11 Assembling the Persian Gulf Coalition 178 12 Building Coalitions 211 13 Ending the War in Bosnia 228 14 Leading Negotiations 266 Conclusion: Becoming a Breakthrough Negotiator 279 Suggested Readings 281 Update of the Cases 285 Notes 307 The Authors 333 Index 335