“Packed with practical principles and illustrated with compelling examples, Negotiating the Impossible is one of the most useful and enjoyable negotiation books you will ever read!”
– William Ury, coauthor of Getting to Yes
Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And to top it off, you have little power or other resources to work with. Harvard professor and negotiation adviser Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible.
Malhotra identifies three broad approaches for breaking deadlocks and resolving conflicts, and draws out scores of actionable lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting of the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL and NHL, and beating the odds in complex business situations. But he also shows how these same principles and tactics can be applied in everyday life, whether you are making corporate deals, negotiating job offers, resolving business disputes, tackling obstacles in personal relationships, or even negotiating with children.
As Malhotra reminds us, regardless of the context or which issues are on the table, negotiation is always, fundamentally, about human interaction. No matter how high the stakes or how protracted the dispute, the object of negotiation is to engage with other human beings in a way that leads to better understandings and agreements. The principles and strategies in this book will help you do this more effectively in every situation.
“Easily the best negotiation book I have ever read. If you are involved in high-stakes negotiation, Negotiating the Impossible will give you actionable nonintuitive ideas that will positively impact your future.”
– Bill Gurley, venture capitalist and General Partner, Benchmark
“Professor Malhotra is a rare academic with real expertise in the world of negotiation and diplomacy. He gets his hands dirty and has worked behind the scenes on some of the most difficult negotiations of our time. Professor Malhotra sees what others don’t see—and he has written it all down in Negotiating the Impossible.”
– Jonathan Powell, former Chief of Staff to Tony Blair; chief British negotiator on Northern Ireland; founder of Inter-Mediate; and author of Talking to Terrorists
“If you want the best advice on how to negotiate when it looks like a deal can’t be done, then Negotiating the Impossible is a must. It’s filled with great strategies you can immediately put to use in your business and personal lives. It’s also an extremely entertaining, thought-provoking book that you won’t want to put down.”
– Tyra Banks, CEO, TYRA Beauty, and creator of America’s Next Top Model
Negotiating the Impossible Attributes
|Publisher:||Berrett-Koehler Publishers, 2016|