NEGOTIATING THE IMPOSSIBLE

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Negotiating The Impossible

Author : Deepak Malhotra
ISBN : 9781626566989
Genre : Business & Economics
File Size : 65.88 MB
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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.
Category: Business & Economics

Negotiating The Impossible How To Break Deadlocks And Resolve Ugly Conflicts

Author : Deepak Malhotra
ISBN : 9789352640188
Genre : Business & Economics
File Size : 63.64 MB
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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 and beating the odds in complex business situations amd reiterates that the same principles can be applied in everyday life too.
Category: Business & Economics

Negotiating Hostage Crises With The New Terrorists

Author : Adam Dolnik
ISBN : 0275997480
Genre : Business & Economics
File Size : 79.47 MB
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This book is about the role of negotiation in resolving terrorist barricade hostage crises. While there are many trained crisis negotiators around the world, almost none of them has ever had contact with a terrorist hostage-taking incident. Further, the entire training program of most hostage negotiators focuses on resolving crises that do not take into consideration issues such as ideology, religion, or the differing sets of strategic objectives and mindsets of ideological hostage takers. This is especially true with regard to the terrorists of the "new" breed, who have become less discriminate, more lethal, and more willing to execute hostages and die during the incident. Further, many of the paradigms and presumptions upon which the contemporary practice of crisis negotiation is based do not reflect the reality of the "new terrorists." The main focus of this book is on the detailed reconstruction and analysis of the two most high-profile cases in recent years, the Moscow theater and the Beslan school hostage crises, with a clear purpose of drawing lessons for hostage negotiation strategies in the future.
Category: Business & Economics

Traumatic Encounters In Italian Film

Author : Fabio Vighi
ISBN : 9781841501406
Genre : Performing Arts
File Size : 30.94 MB
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Bringing together film & psychoanalysis, this book excavates the repressed knowledge that lurks in the subconscious structure of the film narrative. It explores the relationship between filmmaking & its subliminal underside by locating & reading elusive traces of the subconscious.
Category: Performing Arts

Negotiating In The Real World

Author : Victor Gotbaum
ISBN : 9780684871912
Genre : Business & Economics
File Size : 83.1 MB
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"Negotiating is a face-to-face human drama that can be as genteel as croquet or as brutal as a prizefight," observes Victor Gotbaum. He should know -- no one has mastered this drama better than Gotbaum himself, who for more than twenty years headed the largest municipal employees' union in the country, earning a reputation as a tough, skilled negotiator who gets results. In Negotiating in the Real World, he draws on his experience to show how readers can also get results by sharpening their negotiating skills in every situation -- from getting a raise to buying a house or getting a divorce. All of us negotiate every day, sometimes in ways we don't even think of as negotiating. Resolving a problem with a coworker, discussing your child's allowance, or reaching agreement with your spouse on how much television your children should be watching are all examples of negotiations. And all negotiations, large and small, business or personal, follow the same principles. In clear and candid terms, Victor Gotbaum explains what those principles are: evaluating your own negotiating ability; measuring the ability and interests of your adversary; understanding the interests of those you represent; and being aware of how outside factors influence your negotiations. In Negotiating in the Real World, Gotbaum cites examples of how awareness or ignorance of these principles determined the outcome of a negotiation. Drawing on decades of expertise, he discusses how to keep the momentum going in negotiations, how to recognize when emotion becomes a stumbling block, and when to bring in a third party (using the 1994 Major League Baseball strike as one example). He explains the different types of mediators and arbitrators, and why you should avoid some of them except as an absolute last resort. Illustrated with numerous anecdotes and examples from real-life situations, and written with the frank, hard-hitting style for which Gotbaum is renowned, Negotiating in the Real World is an invaluable and practical guide for both novice and experienced negotiators on how to walk away from the bargaining table a winner.
Category: Business & Economics

Negotiating Arab Israeli Peace Second Edition

Author : Laura Zittrain Eisenberg
ISBN : 9780253004574
Genre : History
File Size : 27.34 MB
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Thoroughly updated and expanded, this new edition of Negotiating Arab-Israeli Peace examines the history of recurrent efforts to resolve the Arab-Israeli conflict and identifies a pattern of negative negotiating behaviors that seem to repeatedly derail efforts to achieve peace. In a lively and accessible style, Laura Zittrain Eisenberg and Neil Caplan examine eight case studies of recent Arab-Israeli diplomatic encounters, from the Egyptian-Israeli peace of 1979 to the beginning of the Obama administration, in light of the historical record. By measuring contemporary diplomatic episodes against the pattern of counterproductive negotiating habits, this book makes possible a coherent comparison of over sixty years of Arab-Israeli negotiations and gives readers a framework with which to assess the relative strengths and weaknesses of peace-making attempts, past, present, and future.
Category: History

Negotiating Freer Trade

Author : Ian M. Drummond
ISBN : 9780889208230
Genre : Business & Economics
File Size : 78.29 MB
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On November 17, 1938, Great Britain, the United States, and Canada, after four years of discussion and manoeuvre, signed two wide–ranging and interlocking trade agreements. A few large elements dominated the talks. The Americans wanted to breach the walls of the British imperial preferential tariff system. The British were anxious to retain markets and political support in the British dominions and the Baltic, while protecting their domestic agriculture and improving political relations with the United States. Canada, whose acquiescence and co–operation were necessitated by the pre–existing network of trade agreements, hoped to win new export markets, to retain old ones, and to achieve international political tranquility through economic means. Although the negotiations began with a mixture of lofty and ignoble motives, in the end the latter predominated. The authors have drawn on archival and statistical materials in all three countries to provide a clear and detailed account of the economic context of the mid–1930s, the process of negotiations, the issues, and the political and economic significance, both then and now, of the final agreements. Their work is a valuable case–study of the problems that face any country that tries to negotiate freer trade. It is therefore full of contemporary resonance and relevance, and will be of interest to students of and specialists in modern history (European, British, and North American), international relations, and international economic policy.
Category: Business & Economics

Derrida Negotiating The Legacy

Author : Madeleine Fagan
ISBN : 9780748631032
Genre : Philosophy
File Size : 66.92 MB
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death of Jacques Derrida in 2004 represented a major interruption in contemporary intellectual life. This death calls for an engagement with Derrida's work and an attempt to understand his legacy. Such a discussion is fraught with tension between remaining faithful after death and putting Derrida's writing to work in new directions, posing challenges and exposing limitations. In short this legacy is, necessarily, a negotiation. The aim of this book is to grapple with this specific theme and to explore the implications of Derrida's death for the future of critical thought itself. The authors demonstrate that there is no single way to adopt or inherit Derrida's thought. Rather, through their engagement with contemporary themes within Politics and International Studies, Philosophy, Literary Studies and Postcolonial Studies, each chapter illuminates the degree to which on-going reflection, radical critique, and above all radical self-critique are demanded by deconstruction. This book provides the key st
Category: Philosophy

Negotiating As Emotion Management

Author : Willem Mastenbroek
ISBN : 9789491541025
Genre : Business & Economics
File Size : 86.43 MB
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A fascinating investigation into the development of negotiating skills and the taming of fierce emotions. An approach of negotiating which brings together win-win and win-lose tactics into a practical and useful model. This model will help you to deal with manipulations, dead-lock and stubborn clients. It will also enable you to develop trust and enduring relationships.
Category: Business & Economics