Negotiating the impossible : how to break deadlocks and resolve ugly conflicts (without money or muscle) / Deepak Malhotra

Author:: Malhotra, Deepak, 1975-
Published:: Oakland, CA : Berrett-Koehler Publishers, [2016]
Copyright Date:: ©2016
Edition:: First edition.
Physical Description:: 1 online resource (1 volume, x, 212 pages) : illustrations

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Language Note:

English.

Contents:

Preface -- Introduction -- Power of framing -- The power of framing -- Leveraging the power of framing -- Logic of appropriateness -- Strategic ambiguity -- Limits of framing -- First-mover advantage -- Power of process -- The power of process -- Leveraging the power of process -- Preserve forward momentum -- Stay at the table -- Limits of process -- Changing the rules of engagement -- Power of empathy -- The power of empathy -- Leveraging the power of empathy -- Yielding -- Map out the negotiation space -- Partners, not opponents -- Compare the maps -- The path forward -- Notes -- Index -- Acknowledgments -- About the author.

Summary:

Using behind-the-scenes stories of fascinating real-life negotiations to illustrate key lessons, this book shows how to defuse even the most potentially explosive situations and to find success when things seem impossible. --

Subject(s):

Genre(s):

Electronic books

ISBN:

9781626566989 (electronic book)
1626566984 (electronic book)
9781626566996 (electronic book)
1626566992 (electronic book)
9781626566972 (hardcover)
1626566976 (hardcover)

Bibliography Note:

Includes bibliographical references and index.

View MARC record | catkey: 37440352