Negotiating the Impossible

224 pages, 2018

Deepak Malhotra

Takeaways

Description

The Negotiator's Handbook provides a complete roadmap for the savvy negotiator, enabling you to understand and handle any negotiation. It will show you how to think like a negotiator, even when you are in a tight spot and have little leverage.

You'll learn how to frame your goals correctly, playoff people's emotions, position yourself as a credible partner who can actually deliver what they want, overcome their resistance and their most powerful tactics, figure out who really has the power to decide, resolve seemingly intractable conflicts, and close the deal at just the right time.

Understanding the Power of Framing

In Negotiating the Impossible, Deepak Malhotra emphasizes the importance of framing. He suggests that how we present our arguments can significantly impact the outcome of a negotiation. So, it's worth taking the time to explore different ways of framing your points to find the most effective approach.

The Importance of Building Trust

Trust is a crucial element in any negotiation. Deepak Malhotra explains that without trust, it's hard to reach a satisfactory agreement. He encourages readers to build trust by being transparent, reliable, and respectful. So, take a look at how you can improve trust in your negotiations.

Leveraging Leverage

The book Negotiating the Impossible teaches us that understanding and using leverage is key to successful negotiation. Leverage is about knowing what you have that the other party wants or needs. So, dig into your resources and see how you can use them to your advantage.

The Role of Empathy

Deepak Malhotra highlights the importance of empathy in negotiations. He believes that understanding the other party's perspective can help you find common ground and reach a win-win solution. So, it's worth researching and trying to understand the other party's needs and wants.

The Value of Persistence

In Negotiating the Impossible, persistence is portrayed as a vital trait for successful negotiators. Even when things get tough, don't give up. Keep exploring options, keep communicating, and keep pushing for a resolution. Remember, the best negotiators are those who refuse to quit.

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Deepak Malhotra intelligently and insightfully guides you through even the toughest negotiation scenarios. His approach is about understanding and influencing people, not just about what to do at the bargaining table; it's a life skill that will help you in every part of your life.

Daniel H. Pink - Bestselling Author

In Negotiating the Impossible, Deepak Malhotra offers us practical and enlightening advice for how to handle the toughest cases in negotiation.

William Ury - Negotiation Expert

Deepak Malhotra reminds us that negotiation does not have to be an adversarial process that ends in victory or defeat. He shows us how to build agreements that satisfy all parties, and also leave them more likely to want to work with us in the future.