Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle)

Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle)

by Deepak Malhotra


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Negotiating the Impossible guides readers through deadlock with practical advice, and shares stories of successful negotiation to make the hopeless feel hopeful!

Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And to top it off, you have little power or other resources to work with. Harvard professor and negotiation adviser Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible. Malhotra identifies three broad approaches for breaking deadlocks and resolving conflicts, and draws out scores of actionable lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting of the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL and NHL, and beating the odds in complex business situations. But he also shows how these same principles and tactics can be applied in everyday life, whether you are making corporate deals, negotiating job offers, resolving business disputes, tackling obstacles in personal relationships, or even negotiating with children. As Malhotra reminds us, regardless of the context or which issues are on the table, negotiation is always, fundamentally, about human interaction. No matter how high the stakes or how protracted the dispute, the object of negotiation is to engage with other human beings in a way that leads to better understandings and agreements. The principles and strategies in this book will help you do this more effectively in every situation.

Winner of the International Association of Conflict Management Outstanding Book Award.

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Product Details

ISBN-13: 9781523095483
Publisher: Berrett-Koehler Publishers
Publication date: 06/19/2018
Edition description: Reprint
Pages: 224
Sales rank: 486,455
Product dimensions: 5.40(w) x 8.40(h) x 0.70(d)

About the Author

Deepak Malhotra is the Eli Goldston Professor of Business Administration at Harvard Business School. He teaches negotiation in the MBA program and in a wide variety of executive education programs. He has been published in top journals in the fields of management, psychology, conflict resolution, and foreign policy. He has won numerous awards for both his teaching and his research, including the Harvard Business School Faculty Award and Charles M. Williams Award. He does training and consulting work for firms across the globe and advises governments that are seeking to end armed conflicts. He is the bestselling author of Negotiating the Impossible, I Moved Your Cheese, and Negotiation Genius.

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Excerpted from "Negotiating the Impossible"
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Copyright © 2018 Deepak Malhotra.
Excerpted by permission of Berrett-Koehler Publishers.
All rights reserved. No part of this excerpt may be reproduced or reprinted without permission in writing from the publisher.
Excerpts are provided by Dial-A-Book Inc. solely for the personal use of visitors to this web site.

Table of Contents

Introduction: The Most Ancient Lesson in Peacemaking
Part I: Power of Framing
1. The Power of Framing
2. Leveraging the Power of Framing
3. Logic of Appropriateness
4. Strategic Ambiguity
5. Limits of Framing
6. First-Mover Advantage
Part II: Power of Process
7. The Power of Process
8. Leveraging the Power of Process
9. Preserve Forward Momentum
10. Stay at the Table
11. Limits of Process
12. Changing the Rules of Engagement
Part III: Power of Empathy
13. The Power of Empathy
14. Leveraging the Power of Empathy
15. Yielding
16. Map Out the Negotiation Space
17. Partners, Not Opponents
18. Compare the Maps
19. The Path Forward
About the Author

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