Negotiating the Impossible

How to Break Deadlocks and Resolve Ugly Conflicts

by: Deepak Malhotra

in: Management & Leadership

Summary:

The book provides strategies and insights for resolving seemingly intractable conflicts by delving into principles of negotiation through real-world examples and case studies. It emphasizes the importance of framing, process, and empathy in overcoming obstacles and achieving successful outcomes in difficult negotiations.

Key points:

1. Reframe the Problem: Change how you view the negotiation issue to uncover new solutions, focusing on potential gains and underlying interests instead of losses and positions.

Buy book on Amazon