Henry A. Kissinger as Negotiator: Background and Key Accomplishments

James K. Sebenius

HBS Negotiations, Organizations and Markets Unit

Laurence A. Green

Harvard Business School

December 23, 2014

Harvard Business School NOM Unit Working Paper No. 15-040

Abstract:

Following 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.

Henry A. Kissinger as Negotiator- Background and Key Accomplishments