Overview

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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9781520014630

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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 school professors in the world. Professor Malhotra provides training and consulting for organizations around the world in the areas of negotiation, conflict and strategic decision making. For many years, Wes Bleed could be heard reporting and anchoring the news on WGN Radio in Chicago, nationally for the ABC Radio Network, and hosting Dateline 720. He has a strong reputation as a solid and ethical journalist with a long history in the Chicago media. Currently, Wes is on staff with a public affairs and relations firm. He shares his insights on media, politics and communication strategies with a wide variety of audiences.

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