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A review by mburnamfink
Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (Without Money or Muscle) by Deepak Malhotra
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.