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

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

Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And to top it off, you have little power or other resources to work with. Harvard professor a...

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Detalles Bibliográficos
Otros Autores: Malhotra, Deepak, 1975- author (author)
Formato: Libro electrónico
Idioma:Inglés
Publicado: Oakland, CA : Berrett-Koehler Publishers 2022.
2016.
Edición:First edition
Materias:
Negotiation in business.
Negotiation.
Conflict management.
Ver en Biblioteca Universitat Ramon Llull:https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009630110706719
Tabla de Contenidos:
  • 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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