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

    By: Malhotra, Deepak, 1975- [author.]Material type: TextTextPublisher: Oakland : BK/Berrett-Koehler Publishers, [2016]Edition: First editionDescription: x, 212 pages : illustrations ; 24 cmContent type: text Media type: unmediated Carrier type: volumeISBN: 9781626566972; 1626566976Subject(s): Negotiation in business | Negotiation | Conflict management | Conflict management | Negotiation | Negotiation in business | VerhandlungstechnikDDC classification: 658.4/052 LOC classification: HD58.6 | .M356 2016
    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.
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    Item type Current library Call number Copy number Status Notes Date due Barcode
    Books Books Female Library
    		HD58.6 .M356 2016 (Browse shelf (Opens below)) 1 Available STACKS 51952000323136
    Books Books Main Library
    		HD58.6 .M356 2016 (Browse shelf (Opens below)) 1 Available STACKS 51952000323143

    Includes bibliographical references and index.

    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.

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