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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Deepak Malhotra is a Professor in the Negotiation, Organizations and Markets Unit at the Harvard Business School. He teaches courses on negotiation strategy to MBA students, as well as in a variety of executive programs, including the Owner/President Management Program, Changing the Game and Families in Business.
Deepak's research focuses on negotiation strategy, trust development, competitive escalation, and international and ethnic dispute resolution, and has been published in top journals in the fields of management, psychology, conflict resolution and foreign policy. His work has also received considerable media attention, including multiple appearances by Deepak on CNBC. Deepak has won awards for both his teaching and his research.