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

Author: Deepak Malhotra
Publisher: Oakland : BK/Berrett-Koehler Publishers, [2016]
Edition/Format:   eBook : Document : English : First editionView all editions and formats
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Additional Physical Format: (DLC) 2015047030
(OCoLC)922912950
Material Type: Document
Document Type: Book, Computer File
All Authors / Contributors: Deepak Malhotra
ISBN: 9781626566989 1626566984
OCLC Number: 951997944
Description: 1 online resource (x, 212 pages .)
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.
Responsibility: Deepak Malhotra, Harvard Business School.

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