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

By: Malhotra, Deepak.
Publisher: Noida Harper Collins 2016Description: x, 211 p.ISBN: 9789352640171.Subject(s): Business tactics | Organisational conflict | Power of empathy | Organisations - Negotiation spaceDDC classification: 658.4 Summary: Some negotiations are easy. Others are difficult. Conflict is escalating, people are getting aggressive, and no one is willing to back off in any situation. And to top it all, you have little power, money, or other resources to work with. Negotiation consultant advisor Deepak Malhotra shows how to defuse even the most potentially explosive situation and to find success in one that is deadlocked. He illustrates key lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting the US Constitution, resolving the Cuban Missile Crisis, beating the odds in complex business situations and reiterates that the same principles can be applied in everyday life too. https://harpercollins.co.in/book/negotiating-the-impossible/
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Books Vikram Sarabhai Library
Slot 2004 (2 Floor, East Wing) Non-fiction 658.4 M2N3 (Browse shelf) Available 194953

Table of Contents:

Contents
Introduction: The Most Ancient Lesson in Peacemaking
Part I: Power of Framing
1. The Power of Framing
2. Leveraging the Power of Framing
3. Logic of Appropriateness
4. Strategic Ambiguity
5. Limits of Framing
6. First-Mover Advantage
Part II: Power of Process
7. The Power of Process
8. Leveraging the Power of Process
9. Preserve Forward Momentum
10. Stay at the Table
11. Limits of Process
12. Changing the Rules of Engagement
Part III: Power of Empathy
13. The Power of Empathy
14. Leveraging the Power of Empathy
15. Yielding
16. Map Out the Negotiation Space
17. Partners, Not Opponents
18. Compare the Maps
19. The Path Forward

Some negotiations are easy. Others are difficult. Conflict is escalating, people are getting aggressive, and no one is willing to back off in any situation. And to top it all, you have little power, money, or other resources to work with. Negotiation consultant advisor Deepak Malhotra shows how to defuse even the most potentially explosive situation and to find success in one that is deadlocked. He illustrates key lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting the US Constitution, resolving the Cuban Missile Crisis, beating the odds in complex business situations and reiterates that the same principles can be applied in everyday life too.

https://harpercollins.co.in/book/negotiating-the-impossible/

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