Negotiating the Impossible

Deepak Malhotra is the Eli Goldston Professor of Business Administration at Harvard Business School. He teaches negotiation in the MBA program and in a wide variety of executive education programs. He has been published in top journals in the fields of management, psychology, conflict resolution, and foreign policy, and he has won numerous awards for both his teaching and his research. He does training and consulting work for firms across the globe and advises governments that are seeking to end armed conflicts. He is the coauthor of Negotiation Genius and the author of I Moved Your Cheese.

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.

Contents Introduction: The Most Ancient Lesson in Peacemaking Part I: Power of Framing 1. The Power of Framing 2. Leveraging the Power of Framing 3. Logic of Appropriateness 4. Strategic Ambiguity 5. Limits of Framing 6. First-Mover Advantage Part II: Power of Process 7. The Power of Process 8. Leveraging the Power of Process 9. Preserve Forward Momentum 10. Stay at the Table 11. Limits of Process 12. Changing the Rules of Engagement Part III: Power of Empathy 13. The Power of Empathy 14. Leveraging the Power of Empathy 15. Yielding 16. Map Out the Negotiation Space 17. Partners, Not Opponents 18. Compare the Maps 19. The Path Forward Notes Index Acknowledgments About the Author