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Full Description
For centuries, negotiation has shaped the course of history—from the secret talks that ended wars to the quiet conversations that ignited revolutions. This book brings together leading international negotiation experts to delve into the strategies and tactics of the world's most influential negotiators, including Confucius, Nelson Mandela, Talleyrand, Henry Kissinger, and other equally impactful yet lesser-known figures.
Each chapter unveils the critical strategies, mindsets, and pivotal moments behind these negotiators' successes, offering practical lessons and actionable takeaways for readers to apply in their own lives. Whether you're an emerging negotiator or a seasoned professional, this book challenges traditional views on influence, leadership, and negotiation, offering fresh insights and tools to enhance your skills.
Discover how to negotiate with purpose, lead with influence, and use your negotiation expertise to shape a better world.
Contents
Part 1: Philosophers and Strategists.- Confucius: A Great Negotiator.- Jesus Christ: The Ultimate Servant.- Machiavelli as Negotiator and Leaders' Adviser.- Talleyrand, Firm but Flexible.- Avoiding a nuclear catastrophe: John Fitzgerald Kennedy and the Cuba Missiles Crisis.- Henry Kissinger: Metternich, Messenger, Mediator or Meddler?.- Part 2: State Builders and Unity Architect.- Johann Rudolf Wettstein and the Art of Diplomacy: Negotiating Swiss Independence at the Peace of Westphalia.- Jacques Delors: Orchestrating Europe's Transformation.- Zāyed bin Sulṭān Āl Nahyān: the father of the United Arab Emirates.- Mikhail Gorbachev: Lion in the West, Pariah in the East.- The chancellor of dual unity: Helmut Kohl and the path to German reunification in a united Europe.- Angela Merkel: The Quiet Powerhouse of Global Negotiation.- part 3: Peacemakers and Mediators.- Bridging Divides: Nelson Mandela's Legacy of Leadership and Negotiation.- The Unpredictable Negotiator: A look into Sadat's Leadership.- Tommy Koh: Negotiating with Mind and Heart.- From High Office to Higher Purpose: The Humble Power of Kofi Annan's Leadership.- The Invictus Negotiator for Freedom, Democracy and Peace: Ibrahim Rugova of Kosovo.- Emma Leslie: Confronting the Hard Realities of Peacemaking Head On.- Santos' Legacy as a Peace Negotiator Leader.- Master Alliance Builder: How Sakamoto Ryoma's Negotiation Moves Shaped Modern Japan.- Negotiating the Dawn of Democracy: Lech Wałęsa and Poland's Triumph Over Communism.- Negotiating Against Oppression: Dr. Shirin Ebadi's Fight for Justice.- Empathy and Strength: Jacinda Ardern's Leadership and Negotiation Prowess.- Madeleine Albright: The Original Madam Secretary.- Catherine Ashton, and then what?.- Building Bridges, Shaping Futures: Jens Stoltenberg's Negotiation Mastery.- Ratan Tata: A Visionary Leader and a Powerful Negotiator.- Part 4: Concluding Remarks.- Are Leaders Important?.
