Kissinger the Negotiator: Lessons from Dealmaking at the Highest Level

Kissinger the Negotiator examines the negotiation strategies and dealmaking approach of Henry Kissinger, the former U.S. secretary of state and diplomat. The book is written by three Harvard professors—James K. Sebenius of Harvard Business School, R. Nicholas Burns of Harvard Kennedy School of Government, and Robert H. Mnookin of Harvard Law School—all experienced negotiators themselves. The authors analyze Kissinger's methods through in-depth interviews with Kissinger about his most difficult negotiations, extensive study of his record, and independent sources. The book identifies key elements of his approach and demonstrates how his strategies apply to diplomatic challenges as well as negotiations in business, public policy, and law. Kissinger has advised eleven consecutive U.S. presidents and numerous world leaders and business executives. The book shows how his negotiation techniques can be applied to reaching agreements in challenging situations across different fields.