Winner of the 2001 CPR Award for Excellence in ADR (Outstanding Book Category)

This book outlines and illustrates a seven-principle framework for “breakthrough” international negotiation, a key factor in our current and future battle against terrorism and peacemaking efforts in the Middle and Near East. The book includes extensive analysis of negotiations in the “hot spots” of the post-Cold War era (Korea, the Persian Gulf, the Middle East, and Bosnia), and describes how negotiators in those conflicts succeeded or failed.

We have learned the hard way that much of what we knew about how to navigate in the world does not work in the post-Cold War era. If we are to meet the challenges of negotiating in an increasingly complex world, we need fresh thinking. Breakthrough International Negotiation is an enormous contribution to meeting that need. It is a fascinating examination of recent breakthrough negotiations and their implications for negotiations of all sorts. Watkins and Rosegrant mine these experiences skillfully to fashion a set of practical tools for conducting negotiations and achieving breakthroughs. The general principles and practices that flow from their combined narratives and analytical assessments will be of great value to every practitioner in government and business.

--John P. White, lecturer in public policy, Kennedy School of Government, former U.S. Deputy Secretary of Defense, and editor of Keeping the Edge: Managing Defense for the Future

As globalization forces more and more companies to operate in the international environment, the capacity to conduct effective “corporate diplomacy” has become a strategic imperative. Though Breakthrough International Negotiation draws on case studies in international diplomatic negotiation, it also provides a powerful, actionable framework for managing global business challenges. It is a must-read for senior executives charges with running international operations or working with foreign governments and NGOs.

--Quentin Helm, vice president of public affairs, Pfizer Pharmaceuticals

Watkins and Rosegrant capture the essence of diplomacy in their accounts of the great international negotiations of the nineties. They also provide a powerful framework for making breakthroughs happen in any complex negotiation. Diplomats and business people alike can profit from this remarkable analysis.

--Bennett Freeman, former Deputy Assistant Secretary of State for Democracy, Human Rights, and Labor, and former manager of corporate affiars, General Electric