Negotiating the impossible
Subtitle: how to break deadlocks and resolve ugly conflicts (without money or muscle)
By: Deepak Malhotra, Harvard Business School
Edition: First edition.
Published: 2016
Language: eng
Number of pages: 212
ISBN-13: 9781626566972
Subjects: Negotiation; Negotiation in business; Conflict management
Notes: Includes bibliographical references and index.
Table of contents: title: Introduction: The most ancient lesson in peacemaking; title: Part I. The power of framing. The power of framing ; Leveraging the power of framing ; The logic of appropriateness ; Strategic ambiguity ; The limits of framing ; First-mover advantage; title: Part II. The power of process. The power of process ; Leveraging the power of process ; Preserve forward momentum ; Stay at the table ; The limits of process ; Changing the rules of engagement; title: Part III. The 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.