TY  - BOOK
AU  - Sebenius, James K.
AU  - Burns, R. Nicholas
AU  - Mnookin, Robert H.
AU  - Kissinger, Henry A.
TI  - Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level
SN  - 9780062884152
U1  - 973.924092 
PY  - 2018///
CY  - New York
PB  - HarperCollins Publishers
KW  - Negotiating
N1  - Part I: How Kissinger Negotiates: The Forgotten Case of Southern Africa
1. Crafting a Negotiating Strategy
2. From Strategy to Execution
3. The Outcome of the Southern Africa Campaign and Insights into Effective Negotiation

Part II: "Zooming Out"
4. Strategic: Big-Picture Negotiating
5. Realistic: Tracking the Deal/No-Deal Balance
6. Game Changing: Shaping the Deal/No-Deal Balance
7. Multiparty Dexterity: Orchestrating Complex Negotiations

Part III: "Zooming In"
8. Introduction to Kissinger's Interpersonal Approach and Tactics
9. Reading Counterparts
10. Relationships and Rapport
11. Proposals, Concessions, and "Constructive Ambiguity"
12. Persistence, Momentum, and Shuttle Diplomacy
13. Secrecy, Centralization, and a Dominant Personal Role
ER  -