NEGOTIATING IMPOSSIBLE
28X3DS8
28X3DS8
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viii<br />
CONTENTS<br />
PART III:<br />
11 The Limits of Process 98<br />
Trying to End the Vietnam War<br />
12 Changing the Rules of Engagement 109<br />
Negotiating with Your Friends<br />
THE POWER OF EMPATHY<br />
13 The Power of Empathy 122<br />
Negotiating the Cuban Missile Crisis<br />
14 Leveraging the Power of Empathy 135<br />
Deal Making with a Gun to Our Head<br />
15 Yielding 149<br />
Selling Modernity in Saudi Arabia<br />
16 Map Out the Negotiation Space 156<br />
Negotiating the Louisiana Purchase<br />
17 Partners, Not Opponents 171<br />
Caught in the Crossfire<br />
18 Compare the Maps 180<br />
Lessons in Cartography and Linguistics<br />
19 The Path Forward 192<br />
Notes 199<br />
Index 205<br />
Acknowledgments 210<br />
About the Author 212