| Document Type
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BL
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| Record Number
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854854
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| Main Entry
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Malhotra, Deepak,1975-
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| Title & Author
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Negotiating the impossible : : how to break deadlocks and resolve ugly conflicts (without money or muscle) /\ Deepak Malhotra.
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| Edition Statement
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First edition.
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| Publication Statement
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Oakland, CA :: Berrett-Koehler Publishers,, [2016]
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, ©2016
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| Page. NO
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1 online resource (1 volume, x, 212 pages) :: illustrations
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| ISBN
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1626566984
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: 1626566992
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: 9781626566989
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: 9781626566996
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1626566976
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9781626566972
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| Bibliographies/Indexes
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Includes bibliographical references and index.
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| Contents
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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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| Abstract
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Using behind-the-scenes stories of fascinating real-life negotiations to illustrate key lessons, this book shows how to defuse even the most potentially explosive situations and to find success when things seem impossible. --
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| Subject
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Conflict management.
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| Subject
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Negotiation in business.
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| Subject
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Negotiation.
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| Subject
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BUSINESS ECONOMICS-- Industrial Management.
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BUSINESS ECONOMICS-- Management Science.
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BUSINESS ECONOMICS-- Management.
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BUSINESS ECONOMICS-- Organizational Behavior.
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| Subject
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Business Economics.
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| Subject
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Conflict management.
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Management Styles Communication.
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| Subject
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Management.
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| Subject
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Negotiation in business.
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| Subject
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Negotiation.
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| Dewey Classification
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658.4/052
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| LC Classification
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HD58.6
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