Negotiating the Impossible, 1st Edition

  • Deepak Malhotra
  • Published By:
  • ISBN-10: 1626566992
  • ISBN-13: 9781626566996
  • DDC: 658.4
  • 224 Pages | eBook
  • Original Copyright 2018 | Published/Released December 2018
  • This publication's content originally published in print form: 2018

  • Price:  Sign in for price



Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. The author, a negotiation expert, shows how to navigate even the toughest deals and disputes to find success when it seems impossible. He draws concrete lessons from fascinating stories such as drafting the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL and NHL, and prevailing in deadlocked business negotiations. He also shows how to apply these same principles in everyday life, whether you are making corporate deals or managing relational conflicts. The book reminds us that, no matter the stakes, negotiation is always fundamentally about orchestrating effective human interaction.

Table of Contents

Front Cover.
Half Title Page.
Also by Deepak Malhotra.
Title Page.
Copyright Page.
Introduction: The Most Ancient Lesson in Peacemaking.
The Power of Framing.
1: The Power of Framing: Negotiating in the NFL.
2: Leveraging the Power of Framing: Stalemate over Royalty Rates.
3: The Logic of Appropriateness: Negotiating in the Shadow of Cancer.
4: Strategic Ambiguity: US-India Civil Nuclear Agreement.
5: The Limits of Framing: Charting a Path to War in Iraq.
6: First-Mover Advantage: The Unbroken Peace Treaty.
The Power of Process.
7: The Power of Process: Negotiating the US Constitution.
8: Leveraging the Power of Process: Reneging on a $10 Million Handshake.
9: Preserve Forward Momentum: Strikes and Lockouts in the NHL.
10: Stay at the Table: Peacemaking from Vienna to Paris.
11: The Limits of Process: Trying to End the Vietnam War.
12: Changing the Rules of Engagement: Negotiating with Your Friends.
The Power of Empathy.
13: The Power of Empathy: Negotiating the Cuban Missile Crisis.
14: Leveraging the Power of Empathy: Deal Making with a Gun to Our Head.
15: Yielding: Selling Modernity in Saudi Arabia.
16: Map out the Negotiation Space: Negotiating the Louisiana Purchase.
17: Partners, Not Opponents: Caught in the Crossfire.
18: Compare the Maps: Lessons in Cartography and Linguistics.
19: The Path Forward.
About the Author.
Berrett-Koehler Publishers.
Berrett-Koehler Publishers.