Summary of Negotiating the Impossible

Looking for the book?
We have the summary! Get the key insights in just 10 minutes.

Negotiating the Impossible book summary
Start getting smarter:
or see our plans

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 negotiation: “empathy,” “process” and “framing.”

“The Power of Framing”

When the other side balks at a proposal, consider how you “frame” it. The frame – the way you package and present your proposal – matters as much as its substance. Framing is powerful because it allows you to make proposals that are basically the same “more or less attractive simply by how you present them.”

Framing helped resolve the 2011 contract dispute between National Football League team owners and players. The main point of contention was how to divide profits. The players wanted the owners to split the money 50-50. The owners offered the players a 58% share – but only after they scooped a credit of $2 billion dollars off the top. With the fate of the upcoming season in jeopardy, the owners broke the deadlock with a new frame: another profit-sharing model. They suggested dividing the profits...


More on this topic

By the same author

Negotiation Genius
8

Customers who read this summary also read

Never Split the Difference
8
Brexit
8
Negotiating with a Bully
6
Born for This
8
Winning the Brain Game
7
Hit Refresh
8

Related Channels

Comment on this summary

  • Avatar
  • Avatar
    Luis Ibanez 1 year ago
    Motivating and inspiring
  • Avatar
    Mona MUSTAFA 2 years ago
    Deep & Interested.
  • Avatar
    Karen Londo 3 years ago
    Hello Edward, I have sent you an email on behalf of our Senior Managing Editor, please check you inbox.
  • Avatar
    Edward Brown 3 years 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?
    • Avatar
      Dennis Datu 3 years ago
      All the time