Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle) (AGENCY/DISTRIBUTED) - Hardcover

Deepak Malhotra

Hardcover

ISBN 10: 1626566976 ISBN 13: 9781626566972

Publisher: Berrett-Koehler Publishers, 2016

Synopsis

Some negotiations are easy. Others are more difficult. And then there are situations that seem 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, money, or other resources to work with.

Deepak Malhotra shows you how to succeed even when things look impossible. Malhotra offers a wealth of tangible lessons by telling the behind-the-scenes stories of real-life negotiations, including drafting the US Constitution, resolving the Cuban Missile Crisis, bringing peace to Northern Ireland, ending bitter disputes in the NFL and NHL, and beating the odds in complex business situations. And he shows how the same principles and tactics can be applied in people's everyday lives, from negotiating job offers and resolving business disputes to tackling obstacles in personal relationships and even negotiating with children.

About this title

Review

"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

"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

"Negotiating the Impossible delivers on its promise. By using historically significant, seemingly intractable negotiations as examples, Malhotra provides practical lessons for the everyday negotiations in your life--including the three surprising 'levers' at your service when the use of force is not a viable option. This book is magic for any deal maker."
- Daniel H. Pink, author of Drive and To Sell Is Human

"Deepak Malhotra has done what few others could do: he draws upon the lessons of history to demonstrate that even the worst conflicts can be resolved. This book is especially significant because it gives both the inspiration and the tools you need to tackle extremely difficult negotiations."
-- David Gergen, Senior Political Analyst, CNN; adviser to four US presidents; and Codirector, Center for Public Leadership, Harvard Kennedy School

"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

"If only we could lock the world's leaders in a room to read this book. Professor Malhotra's analysis of how negotiators can achieve the best possible outcomes for all sides is revelatory. It also starkly highlights what's missing in current negotiations--whether on refugees, on peace in Syria, or on Eurozone debt. This is a must-read for all practitioners of politics and public service."
- Ngaire Woods, Founding Dean, Blavatnik School of Government, University of Oxford, and adviser to the IMF Board, UNDP's Human Development Report, and Commonwealth Heads of Government

"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

"Negotiating the Impossible is a tour de force. Professor Malhotra is both a leading academic and an amazing storyteller; he has also been in the trenches and knows firsthand what it takes to tackle even the most difficult of situations. Whether you've done one deal or a hundred, this book will change how you negotiate. I will be giving it to everyone on my team."
- Vinod Khosla, venture capitalist and founder of Khosla Ventures

About the Author

Deepak Malhotra is a Professor in the Negotiations, Organizations, and Markets Unit at the Harvard Business School, USA. 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, and conflict resolution and has won numerous awards for both his teaching and his research. Malhotra has also been widely cited and quoted in the mainstream media and is a regular guest on CNBC's nightly program, ""The Big Idea.

Edition details

• Publisher: Berrett-Koehler Publishers
• Publication date: 2016
• ISBN 10: 1626566976
• ISBN 13: 9781626566972
• Binding: Hardcover
• Language: English
• Edition number: 1
• Number of pages: 272