Avoid reaching an impasse in negotiations

Of all the books that promise to help managers optimize their negotiation techniques, “Breakthrough International Negotiations” adopts a particularly original and enticing point of view. The authors consider that international relations are an ideal standpoint from which to observe conflict resolution and negotiation techniques. Major international disputes are effectively very complex and require each player to develop sophisticated negotiation strategies. Moreover, the significant media coverage of related events facilitates the analysis of their impact on the progress of talks.

Michael Watkins and Susan Rosegrant study four negotiations in detail, namely the 1993-94 conflict between the U.S. and North Korea on the latter’s nuclear program, the Oslo Accords between Israel and the PLO, the formation of the Persian Gulf coalition, and the end of the war in Bosnia. From these negotiations, they draw a certain number of recommendations of great practical use to any negotiator.

Particularly useful, in our opinion, is the advice on how to overcome seemingly insurmountable obstacles to negotiation:

– Shape the structure of negotiations to foster a favorable outcome.

– Build a coalition to accelerate conflict resolution.

– Use various tactics to break through impasse.