Cover Image

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

Bibliographic Details
Main Author: Malhotra, Deepak, 1975- (Author)
Corporate Author: EBSCOhost
Format: eBook
Language:English
Published: Oakland : BK/Berrett-Koehler Publishers, [2016]
Edition:First edition.
Subjects:
Negotiation in business.
Negotiation.
Conflict management.
Electronic books.
Online Access:Connect to the full text of this electronic book
Table of 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.