Henry A. Kissinger as Negotiator: Background and Key Accomplishments
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CitationSebenius, James K., and Laurence A. Green. "Henry A. Kissinger as Negotiator: Background and Key Accomplishments." Harvard Business School Working Paper, No. 15-040, November 2014. (Revised December 2014.)
AbstractFollowing a brief summary of Henry A. Kissinger’s career, this paper describes three of his most pivotal negotiations: the historic establishment of U.S. diplomatic relations with the People’s Republic of China, the easing of geopolitical tension with the Soviet Union, symbolized by the signing of the first Strategic Arms Limitation Treaty (“SALT I”), and the mediation of the agreement on Sinai disengagement between Egypt and Israel. An appendix lists other important negotiations in which Kissinger played key roles. In a subsequent paper (forthcoming), the authors will examine these and other major events in which Henry Kissinger played leading roles in order to extract their most important insights into the principles and practice of effective negotiation.
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