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

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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. --

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Malhotra, Deepak, 1975- (Autor)
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Oakland, CA : Berrett-Koehler Publishers, [2016]
Edición:First edition.
Temas:
Negotiation in business.
Negotiation.
Conflict management.
Negotiating
Négociations (Affaires)
Négociations.
Gestion des conflits.
BUSINESS & ECONOMICS > Industrial Management.
BUSINESS & ECONOMICS > Management.
BUSINESS & ECONOMICS > Management Science.
BUSINESS & ECONOMICS > Organizational Behavior.
Conflict management
Negotiation
Negotiation in business
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
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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