Il ruolo di Henry Kissinger nell’evoluzione storica del negoziato

This contribution analyses some of the principal negotiation strategies and techniques employed by Henry Kissinger with the aim of situating his thought and actions within the historical evolution of negotiation science. Through an examination of the literature devoted to his figure and of selected primary sources, the study explores such tools as linkage, shuttle diplomacy, and the information-gathering activities aimed at constructing negotiation profiles of counterparts. The analysis highlights how Kissinger represents, on the one hand, one of the most authoritative interpreters of the techno-rationalist phase of negotiation and, on the other, how he was able to anticipate themes that would later become central to the subsequent evolution of the discipline. The contribution therefore proposes a reinterpretation of Kissinger as a protagonist in the history of negotiation thought, attempting to situate his contribution within the historical development of negotiation science.