Click to receive personalized book recommendations daily.
Check Out These
21 Books You’ve Been Meaning to Read
See the List
Best Seller
Negotiating the Impossible by Deepak Malhotra

Negotiating the Impossible

Negotiating the Impossible by Deepak Malhotra
Paperback
Jun 19, 2018 | 224 Pages
See All Formats (1) +
  • Paperback $19.95

    Jun 19, 2018 | 224 Pages

  • Hardcover $27.95

    Apr 04, 2016 | 224 Pages

Product Details

Praise

“Easily the best negotiation book I have ever read. If you are involved in high-stakes negotiation, Negotiating the Impossible will give you actionable nonintuitive ideas that will positively impact your future.”
– Bill Gurley, venture capitalist and General Partner, Benchmark

“Packed with practical principles and illustrated with compelling examples, Negotiating the Impossible is one of the most useful and enjoyable negotiation books you will ever read!”
– William Ury, coauthor of Getting to Yes

Negotiating the Impossible delivers on its promise. By using historically significant, seemingly intractable negotiations as examples, Malhotra provides practical lessons for the everyday negotiations in your life—including the three surprising ‘levers’ at your service when the use of force is not a viable option. This book is magic for any deal maker.”
– Daniel H. Pink, author of Drive and To Sell Is Human

“Deepak Malhotra has done what few others could do: he draws upon the lessons of history to demonstrate that even the worst conflicts can be resolved. This book is especially significant because it gives both the inspiration and the tools you need to tackle extremely difficult negotiations.”
— David Gergen, Senior Political Analyst, CNN; adviser to four US presidents; and Codirector, Center for Public Leadership, Harvard Kennedy School

“If you want the best advice on how to negotiate when it looks like a deal can’t be done, then Negotiating the Impossible is a must. It’s filled with great strategies you can immediately put to use in your business and personal lives. It’s also an extremely entertaining, thought-provoking book that you won’t want to put down.”
– Tyra Banks, CEO, TYRA Beauty, and creator of America’s Next Top Model

“If only we could lock the world’s leaders in a room to read this book. Professor Malhotra’s analysis of how negotiators can achieve the best possible outcomes for all sides is revelatory. It also starkly highlights what’s missing in current negotiations—whether on refugees, on peace in Syria, or on Eurozone debt. This is a must-read for all practitioners of politics and public service.”
– Ngaire Woods, Founding Dean, Blavatnik School of Government, University of Oxford, and adviser to the IMF Board, UNDP’s Human Development Report, and Commonwealth Heads of Government

“Professor Malhotra is a rare academic with real expertise in the world of negotiation and diplomacy. He gets his hands dirty and has worked behind the scenes on some of the most difficult negotiations of our time. Professor Malhotra sees what others don’t see—and he has written it all down in Negotiating the Impossible.”
– Jonathan Powell, former Chief of Staff to Tony Blair; chief British negotiator on Northern Ireland; founder of Inter-Mediate; and author of Talking to Terrorists
 
Negotiating the Impossible is a tour de force. Professor Malhotra is both a leading academic and an amazing storyteller; he has also been in the trenches and knows firsthand what it takes to tackle even the most difficult of situations. Whether you’ve done one deal or a hundred, this book will change how you negotiate. I will be giving it to everyone on my team.”
– Vinod Khosla, venture capitalist and founder of Khosla Ventures
 



Table Of Contents

Contents
Introduction: The Most Ancient Lesson in Peacemaking
Part I: Power of Framing
1. The Power of Framing
2. Leveraging the Power of Framing
3. Logic of Appropriateness
4. Strategic Ambiguity
5. Limits of Framing
6. First-Mover Advantage
Part II: Power of Process
7. The Power of Process
8. Leveraging the Power of Process
9. Preserve Forward Momentum
10. Stay at the Table
11. Limits of Process
12. Changing the Rules of Engagement
Part III: Power of Empathy
13. The Power of Empathy
14. Leveraging the Power of Empathy
15. Yielding
16. Map Out the Negotiation Space
17. Partners, Not Opponents
18. Compare the Maps
19. The Path Forward
Notes
Index
Acknowledgments
About the Author

Looking for More Great Reads?
Download our Spring Fiction Sampler Now
Back to Top