Negotiating the Impossible (Summary)

In Negotiating theImpossible, Harvard professor and negotiation adviser Deepak Malhotra showshow to defuse even the most potentially explosive situations and to findsuccess when things seem impossible. As Malhotra reminds us, regardless of thecontext or which issues are on the table, negotiation is always, fundamentally,about human interaction. No matter how high the stakes or how protracted thedispute, the object of negotiation is to engage with other human beings in away that leads to better understandings and agreements. The principles andstrategies in this book will help you do this more effectively in everysituation.

What You'll LearnThree crucial levers for successful negotiation. Why and how to frame, or make sense of,negotiations early. Why the process of negotiations is just asimportant as the substance. How learning to empathize will increase yourchances of success.