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Negotiating the Impossible Summary
Some negotiations are easy. Others are difficult. Conflict is escalating, people are getting aggressive, and no one is willing to back off in any situation. And to top it all, you have little power, money, or other resources to work with. Negotiation consultant advisor Deepak Malhotra shows how to defuse even the most potentially explosive situation and to find success in one that is deadlocked. He illustrates key lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting the US Constitution, resolving the Cuban Missile Crisis, beating the odds in complex business situations and reiterates that the same principles can be applied in everyday life too.
About the Author
Deepak Malhotra is a professor in the Negotiations, Organizations, and Markets Unit at the Harvard Business School. He has been published in top journals in the fields of management, psychology and conflict resolution and has won numerous awards for both his teaching and research.