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mdrfromga's review against another edition
2.0
Some of the case studies were interesting, but too much of the guidance can be misinterpreted.
lisagray68's review against another edition
4.0
Malhotra helps us understand ways of negotiating difficult conflicts by giving examples of past conflicts and then extrapolating concepts from those -- like the Cuban Missile Crisis, etc. Interesting book with lots of tips. Sometimes had a hard time figuring out how this fits into the negotiations that I'm doing, but still a lot of good info here.
redcatalyst's review against another edition
The audiobook is too dense for me to absorb. I’ll need to pick up a physical copy.
mburnamfink's review against another edition
4.0
I tend to take the same approach to negotiation that Bruce Willis did in The Fifth Element. Not to surprise anybody, but it hasn't worked very well. So when I saw a short article by the author exploring how to build an exit ramp for Trump supporters after the 2016 election, I figured that I should read this book.
Malhotra offers 89 principles based on his years of experience as a professional business negotiator, and drawing from historical examples, and divided into categories of framing, process, and empathy. The top level insights are to develop a framing that allows all sides to claim victory, to create a process that allows flexibility while maintaining credibility (never make ultimatums), and to see the perspectives of the other parties.
I think that his advice is useful in finding net-positive outcomes, even in the face of seemingly impossible challenges. However, I was left with questions about the limits of negotiation (there are some), and the proper mindset of a negotiator.
Malhotra offers 89 principles based on his years of experience as a professional business negotiator, and drawing from historical examples, and divided into categories of framing, process, and empathy. The top level insights are to develop a framing that allows all sides to claim victory, to create a process that allows flexibility while maintaining credibility (never make ultimatums), and to see the perspectives of the other parties.
I think that his advice is useful in finding net-positive outcomes, even in the face of seemingly impossible challenges. However, I was left with questions about the limits of negotiation (there are some), and the proper mindset of a negotiator.
lisagray68's review against another edition
4.0
Malhotra helps us understand ways of negotiating difficult conflicts by giving examples of past conflicts and then extrapolating concepts from those -- like the Cuban Missile Crisis, etc. Interesting book with lots of tips. Sometimes had a hard time figuring out how this fits into the negotiations that I'm doing, but still a lot of good info here.