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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Product Details

ISBN-13: 9781626566972
Publisher: Berrett-Koehler Publishers
Publication date: 04/04/2016
Pages: 224
Sales rank: 590,449
Product dimensions: 6.20(w) x 9.30(h) x 1.00(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"
by .
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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Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle) 5 out of 5 based on 0 ratings. 1 reviews.
RaggedyJaney More than 1 year ago
Negotiation does not make the world a better place. It doesn’t change people you encounter to be nicer, wiser, more sophisticated, or more ethical. Learning to negotiate equips you for dealing with people in nicer, wiser, more sophisticated, and ethical ways. This book drew from negotiations from history and from present day, describing what I would think to be impossible odds. From the battlefield to the sports field, the wisdome and sophistication are revealed in this book. The author describes three levers negotiators will find to be powerful tools: The Power of Framing. The Power of Process, The Power of Empathy Whether you are involved in sports, education, business, politics, or navigating an unfamiliar career path, this book is going to set you up for successful negotiations with the background, the methods, and the tools to get what you want out of your next deal.