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Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (Without Money or Muscle)
Sinopsis
Some negotiations are easy. Others are more difficult. And then there are situations that seem hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. To top it off, you have little power, money, or other resources to work with. Harvard professor (and negotiation advisor to organizations around the world) Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible. Malhotra illustrates key lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL, and beating the odds in complex business situations, while showing how these same principles and tactics can be applied in everyday life.
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Reseña del editor
Some negotiations are easy. Others are more difficult. And then there are situations that seem hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. To top it off, you have little power, money, or other resources to work with. Harvard professor (and negotiation advisor to organizations around the world) Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible. Malhotra illustrates key lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL, and beating the odds in complex business situations, while showing how these same principles and tactics can be applied in everyday life.
Biografía del autor
Deepak Malhotra is the Eli Goldston Professor of Business Administration at Harvard Business School. He won numerous awards for both his teaching and his research in the area of negotiation. In 2014, he was chosen by Poets & Quants to be one of the 40 under 40 best business schoolprofessors in the world. Professor Malhotraprovides training and consulting fororganizations around the world in the areas of negotiation, conflict and strategic decision making.
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