Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle)

  • 6h 59m 38s
  • Deepak Malhotra
  • Berrett-Koehler Publishers
  • 2016

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.

In this Audiobook

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