Negotiating the Impossible

Physical

In Circulation

Some negotiations are easy. Others are difficult. Conflict is escalating, people are getting aggressive, and no one is willing to back off in any situation. And to top it all, you have little power, money, or other resources to work with. Negotiation consultant advisor Deepak Malhotra shows how to defuse even the most potentially explosive situation and to find success in one that is deadlocked.

He illustrates key lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting the US Constitution, resolving the Cuban Missile Crisis, beating the odds in complex business situations and reiterates that the same principles can be applied in everyday life too.

What will you learn from this book

Creative Problem-Solving: Explores innovative and unconventional approaches to negotiation, focusing on breaking deadlocks and finding solutions to complex conflicts.
Strategic Thinking: Emphasizes strategic thinking and planning in negotiations, including understanding the underlying interests and motivations of parties involved.
Managing Emotions: Discusses techniques for managing emotions and overcoming psychological barriers that hinder conflict resolution.
Building Trust: Explores strategies for building trust and rapport, essential for fostering constructive dialogue and finding common ground.
Interest-Based Negotiation: Advocates for an interest-based negotiation approach, encouraging parties to focus on underlying needs and interests rather than fixed positions.
Dealing with Resistance: Offers insights into handling resistance, objections, and challenging behaviors during negotiations.
Communication Skills: Emphasizes effective communication strategies, active listening, and clarity in conveying messages during negotiations.
Creating Value: Discusses how to create value and expand the pie, seeking outcomes that benefit all parties involved in the negotiation.
Negotiation Ethics: Addresses ethical considerations and principles in negotiation processes, advocating for fairness, integrity, and professionalism.
Case Studies and Examples: Provides real-life case studies and examples illustrating successful conflict resolution strategies and their application in challenging situations.

Language	English
ISBN-10	978-9352640171
No of pages	224
Font Size	Medium
Book Publisher	Collins
Published Date	22 Aug 2016

About Author

Author : Deepak Malhotra

1 Books

Deepak Malhotra is a Professor in the Negotiation, Organizations and Markets Unit at the Harvard Business School. He teaches courses on negotiation strategy to MBA students, as well as in a variety of executive programs, including the Owner/President Management Program, Changing the Game and Families in Business.

Deepak's research focuses on negotiation strategy, trust development, competitive escalation, and international and ethnic dispute resolution, and has been published in top journals in the fields of management, psychology, conflict resolution and foreign policy. His work has also received considerable media attention, including multiple appearances by Deepak on CNBC. Deepak has won awards for both his teaching and his research.

Deepak's professional activities include training, consulting, and advisory work for firms across the globe in dozens of industries. He is also a frequently invited speaker to executive groups such as the Young Presidents Organization (YPO), the Entrepreneurs Organization (EO) and The Executive Club (TEC).