Negotiating the Impossible

ACKNOWLEDGMENTS

IT HAS BEEN ALMOST 20 years since I first walked into his office as a grad student at the Kellogg School of Management, but Keith Murnighan continues to play the role of advisor and mentor. When I asked him to comment on an earlier draft of this book, he went through it like it was 1998. It came back to me with over 1,500 minor edits—in a manuscript that has less than 70,000 words! Keith is a force of nature—tireless, wise, kind, and generous—and I am lucky to have him as a friend.

Harvard Business School, my academic home for almost 15 years, could not be a more supportive and inspiring place to work. My colleagues in the Negotiation, Organizations, and Markets Unit are like family. My thanks to Max Bazerman, John Beshears, Alison ...