TY  - BOOK
AU  - Malhotra,Deepak
TI  - Negotiating the impossible: how to break deadlocks and resolve ugly conflicts (without money or muscle) 
SN  - 9781626566972
AV  - HD58.6 .M356 2016
U1  - 658.4/052 23
PY  - 2016///]
CY  - Oakland
PB  - BK/Berrett-Koehler Publishers
KW  - Negotiation in business
KW  - Negotiation
KW  - Conflict management
KW  - fast
KW  - Verhandlungstechnik
KW  - gnd
N1  - 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
ER  -