Negotiating the impossible : how to break deadlocks and resolve ugly conflicts (without money or muscle) /
Malhotra, Deepak 1975-
Negotiating the impossible : how to break deadlocks and resolve ugly conflicts (without money or muscle) / Deepak Malhotra. - First Edition - x, 212 páginas ; 22 cm
Incluye referencias bibliográficas e índice.
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.
9781523095483 (paperback) 9781626566972 (hardcover)
Negociación empresarial
Negociación
Solución de conflictos
Negotiation in business
Negotiation
Conflict management
HD 58 .6 / M35 2016
Negotiating the impossible : how to break deadlocks and resolve ugly conflicts (without money or muscle) / Deepak Malhotra. - First Edition - x, 212 páginas ; 22 cm
Incluye referencias bibliográficas e índice.
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.
9781523095483 (paperback) 9781626566972 (hardcover)
Negociación empresarial
Negociación
Solución de conflictos
Negotiation in business
Negotiation
Conflict management
HD 58 .6 / M35 2016