Summary of Negotiating the Impossible

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Rating

8 Overall

9 Applicability

8 Innovation

8 Style

Recommendation

Harvard Business School’s Deepak Malhotra offers you three powerful tools – “empathy,” “process” and “framing” – for successful negotiation. Malhotra describes each technique, gives concrete tips on using it and offers historical examples of its application. He relates how President John F. Kennedy used empathy to defuse the Cuban missile crisis, and how Saudi Arabia’s King Faisal overcame religious resistance to the introduction of television by reframing it as a medium for disseminating the Quran. getAbstract recommends Malhotra’s indispensable manual to entrepreneurs, business strategists, labor negotiators, government officials, and anyone who negotiates salaries or contracts.

In this summary, you will learn

  • Why negotiations break down;
  • What methods you can use to keep negotiations on track;
  • How “framing,” “process” and “empathy” can help you negotiate successfully; and
  • How to identify and break negotiating barriers.
 

About the Author

Deepak Malhotra is the Eli Goldston Professor of Business Administration at Harvard Business School where he teaches negotiation. He won the HBS Faculty Award in 2011. An international consultant, he also wrote Negotiation Genius and I Moved Your Cheese.

 

Summary

Breaking a Stalemate
When a negotiation collapses – the other side won’t budge an inch or acts with seeming malice – you may view the other parties as an enemy you must counterattack. Instead, turn to powerful, often overlooked strategies to cultivate a more collaborative, value-creating...

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    Karen Londo 10 months ago
    Hello Edward, I have sent you an email on behalf of our Senior Managing Editor, please check you inbox.
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    Edward Brown 10 months ago
    Does anyone else wonder why Get Abstract is summarizing boring titles like this but not "approved" wish list books like the critically acclaimed best selling biography of Steve Jobs by former Time magazine editor Walter Issacson?
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      Dennis Datu 8 months ago
      All the time

More on this topic

By the same author

Contained in Knowledge Pack:

  • Knowledge Pack
    Negotiation
    Savvy negotiators go for the win-win – or if that fails, they go for the jugular.

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