Negotiating the Impossible How to Break Deadlocks and Resolve Ugly Conflicts 1st edition by Deepak Malhotra ISBN 1626566984 9781626566989

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ISBN 10:        1626566984
ISBN 13: 978-1626566989
Author:     Deepak Malhotra

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 and negotiation adviser Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible.
Malhotra identifies three broad approaches for breaking deadlocks and resolving conflicts, and draws out scores of actionable lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting of the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL and NHL, and beating the odds in complex business situations. But he also shows how these same principles and tactics can be applied in everyday life, whether you are making corporate deals, negotiating job offers, resolving business disputes, tackling obstacles in personal relationships, or even negotiating with children.
As Malhotra reminds us, regardless of the context or which issues are on the table, negotiation is always, fundamentally, about human interaction. No matter how high the stakes or how protracted the dispute, the object of negotiation is to engage with other human beings in a way that leads to better understandings and agreements. The principles and strategies in this book will help you do this more effectively in every situation.

Negotiating the Impossible How to Break Deadlocks and Resolve Ugly Conflicts 1st Table of contents:

PART I: THE POWER OF FRAMING

1 The Power of Framing: Negotiating in the NFL

2 Leveraging the Power of Framing: Stalemate over Royalty Rates

3 The Logic of Appropriateness: Negotiating in the Shadow of Cancer

4 Strategic Ambiguity: US –India Civil Nuclear Agreement

5 The Limits of Framing: Charting a Path to War in Iraq

6 First-Mover Advantage: The Unbroken Peace Treaty

PART II: THE POWER OF PROCESS

7 The Power of Process: Negotiating the US Constitution

8 Leveraging the Power of Process: Reneging on a $10 Million Handshake

9 Preserve Forward Momentum: Strikes and Lockouts in the NHL

10 Stay at the Table: Peacemaking from Vienna to Paris

11 The Limits of Process: Trying to End the Vietnam War

12 Changing the Rules of Engagement: Negotiating with Your Friends

PART III: THE POWER OF EMPATHY

13 The Power of Empathy: Negotiating the Cuban Missile Crisis

14 Leveraging the Power of Empathy: Deal Making with a Gun to Our Head

15 Yielding: Selling Modernity in Saudi Arabia

16 Map Out the Negotiation Space: Negotiating the Louisiana Purchase

17 Partners, Not Opponents: Caught in the Crossfire

18 Compare the Maps: Lessons in Cartography and Linguistics

19 The Path Forward

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