Negotiating the impossible: How to break deadlocks and resolve uglyconflicts

Recommended by: Subrat Sarangi

Content:

PART I: THE POWER OF FRAMING
1 The Power of Framing 8
Negotiating in the NFL
2 Leveraging the Power of Framing 15
Stalemate over Royalty Rates
3 The Logic of Appropriateness 28
Negotiating in the Shadow of Cancer
4 Strategic Ambiguity 38
US–India Civil Nuclear Agreement
5 The Limits of Framing 45
Charting a Path to War in Iraq
6 First-Mover Advantage 51
The Unbroken Peace Treaty
PART II: THE POWER OF PROCESS
7 The Power of Process 60
Negotiating the US Constitution
8 Leveraging the Power of Process 68
Reneging on a $10 Million Handshake
9 Preserve Forward Momentum 80
Strikes and Lockouts in the NHL
10 Stay at the Table 89
Peacemaking from Vienna to Paris
viii CONTENTS
11 The Limits of Process 98
Trying to End the Vietnam War
12 Changing the Rules of Engagement 109
Negotiating with Your Friends
PART III: THE POWER OF EMPATHY
13 The Power of Empathy 122
Negotiating the Cuban Missile Crisis
14 Leveraging the Power of Empathy 135
Deal Making with a Gun to Our Head
15 Yielding 149
Selling Modernity in Saudi Arabia
16 Map Out the Negotiation Space 156
Negotiating the Louisiana Purchase
17 Partners, Not Opponents 171
Caught in the Crossfire
18 Compare the Maps 180
Lessons in Cartography and Linguistics
19 The Path Forward 192