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Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (without Money or Muscle) Paperback – June 19, 2018

4.6 4.6 out of 5 stars 463 ratings

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“Filled with great strategies you can immediately put to use in your business and personal lives . . . extremely entertaining, thought-provoking.” —Tyra Banks, CEO, TYRA Beauty, and creator of America’s Next Top Model

Some negotiations are easy. Others are more difficult. And then there are situations that seem completely hopeless. Conflict is escalating, people are getting aggressive, and no one is willing to back down. And to top it off, you have little power or other resources to work with. Harvard professor and negotiation adviser Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible.

Malhotra identifies three broad approaches for breaking deadlocks and resolving conflicts, and draws out scores of actionable lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting of the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL and NHL, and beating the odds in complex business situations. But he also shows how these same principles and tactics can be applied in everyday life, whether you are making corporate deals, negotiating job offers, resolving business disputes, tackling obstacles in personal relationships, or even negotiating with children.

As Malhotra reminds us, regardless of the context or which issues are on the table, negotiation is always, fundamentally, about human interaction. No matter how high the stakes or how protracted the dispute, the object of negotiation is to engage with other human beings in a way that leads to better understandings and agreements. The principles and strategies in this book will help you do this more effectively in every situation.

“This book is magic for any deal maker.” —Daniel H. Pink, New York Times-bestselling author
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Editorial Reviews

Review

“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
 



About the Author

Deepak Malhotra is the Eli Goldston Professor of Business Administration at Harvard Business School. He teaches negotiation in the MBA program and in a wide variety of executive education programs. He has been published in top journals in the fields of management, psychology, conflict resolution, and foreign policy, and he has won numerous awards for both his teaching and his research. He does training and consulting work for firms across the globe and advises governments that are seeking to end armed conflicts. He is the coauthor of Negotiation Genius and the author of I Moved Your Cheese.

Product details

  • Publisher ‏ : ‎ Berrett-Koehler Publishers; Reprint edition (June 19, 2018)
  • Language ‏ : ‎ English
  • Paperback ‏ : ‎ 224 pages
  • ISBN-10 ‏ : ‎ 1523095482
  • ISBN-13 ‏ : ‎ 978-1523095483
  • Item Weight ‏ : ‎ 2.31 pounds
  • Dimensions ‏ : ‎ 5.5 x 0.6 x 8.5 inches
  • Customer Reviews:
    4.6 4.6 out of 5 stars 463 ratings

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Deepak Malhotra
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Deepak Malhotra is a professor at Harvard Business School, and the award-winning author of "Negotiation Genius" and "Negotiating the Impossible". He is an advisor to CEOs across the globe, and to governments that are aspiring to end or prevent violent armed conflicts. In 2020, Deepak was was named Business School "Professor of the Year" by Poets & Quants. Deepak's latest book (& debut novel), "The Peacemaker's Code", was awarded the "National Indie Excellence Award" for Science Fiction (2021).

Previous books: Negotiating the Impossible (Outstanding Book Award); I Moved Your Cheese (WSJ Bestseller); Negotiation Genius (Outstanding Book Award).

Website: www.DeepakMalhotra.com.

Twitter: @Prof_Malhotra.

Free videos by Deepak Malhotra:

www.NegotiateYourOffer.com

www.ThePurposeOfEducation.com (speech to HBS grads)

www.NegotiatingTheImpossible.com (40 free, short vids on negotiation)

Customer reviews

4.6 out of 5 stars
463 global ratings

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Customers say

Customers find the book provides a useful guide to negotiations with interesting strategies and techniques. They appreciate the author's methodic advice and clear examples from real-world scenarios. The book captures the complexity of these negotiations while making them easy to understand.

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24 customers mention "Pacing"24 positive0 negative

Customers find the book engaging and useful for learning negotiation strategies and techniques. The author frames them in context of larger conflicts, providing valuable business lessons. Readers appreciate the practical examples and teaching tidbits included in the book.

"...Prof. Malhotra's book is an outstanding discussion on these topics with dozens of real world examples...." Read more

"...I preordered it and went through it end to end and found it extremely useful at work...." Read more

"To me, this seemed like a textbook, with very valuable business lessons...." Read more

"...A must read for entrepreneurs, business people and professionals for sure..." Read more

6 customers mention "Depth"6 positive0 negative

Customers find the book provides detailed and simple examples of actual negotiation scenarios from different fields like sports and government deals. It captures the complexity of these negotiations while making them easy to understand. The author's repertoire is showcased with many in-depth examples.

"...He captures the complexity in these negotiations, but makes them easy to understand...." Read more

"...Very good illustrations of the actual negotiations scenarios from different fields including sports, government deals, etc...." Read more

"Brilliant read with real world examples to compliment the lessons and principles taught The diversity of case studies is amazing...." Read more

"...This book reminds us that negotiators are humans, using both real world examples..." Read more

Learning negotiations from the master!
5 out of 5 stars
Learning negotiations from the master!
A very well written book covering how to negotiate in impossible situations . Prof Deepak Malhotra was our teacher at Harvard Business School and is amazingly one of the best teachers on negotiations globally. The book is very easy to understand and creates a confidence in the reader to tackle the toughest situations
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Top reviews from the United States

  • Reviewed in the United States on April 7, 2016
    I serve as a consultant to front offices for several pro sports teams and feel that Prof. Malhotra's book is essential reading for the pro sports executive. Learning how to handle complex negotiations by creating value for all parties, using empathy, and understanding the importance of process and preparation is essential. Prof. Malhotra's book is an outstanding discussion on these topics with dozens of real world examples. He captures the complexity in these negotiations, but makes them easy to understand. Its a must read for the sports executive, and should be on the reading list for any young business student.
    2 people found this helpful
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  • Reviewed in the United States on July 18, 2016
    I attended Deepak Malhotra's lectures at HBS in Feb '16 and what he presented as things one should do, most of which I had never done. Intrigued, I asked him to suggest to me one book on negotiations, and he suggested this upcoming one. I preordered it and went through it end to end and found it extremely useful at work. I would recommend this to everybody in whatever form of negotiation because I have seen myself as being content with my level of success before my lectures with Deepak but he showed me in these few hours and through the book so much I didn't know.
    One person found this helpful
    Report
  • Reviewed in the United States on August 19, 2018
    To me, this seemed like a textbook, with very valuable business lessons. Very good illustrations of the actual negotiations scenarios from different fields including sports, government deals, etc. Only reason I am not giving 5 stars because of its textbook type format, but that is completely an individual opinion. One thing I noticed particularly is about generalizing the strategies explained here. I believe, in every situation, the context, timeline, stakeholders will be different and it might be difficult to apply the knowledge directly, and therefore, each situation should be dealt with the consequences of actions pertaining to that moment of time. Of course, the fundamental principles learned here will be helpful. Overall, this is a worthwhile book to add to my personal shelf and is in there now.
    3 people found this helpful
    Report
  • Reviewed in the United States on July 8, 2018
    Brilliant read with real world examples to compliment the lessons and principles taught

    The diversity of case studies is amazing. From the NFL, to the soap opera FRIENDS to radio and television in Saudi Arabia, these stories bring a very contextual flavour to the world we live and operate in

    A must read for entrepreneurs, business people and professionals for sure...
    One person found this helpful
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  • Reviewed in the United States on July 17, 2019
    I’ve been practicing law for over 20 years. Negotiation is a central part of my practice. So I read about its science and craft. This book, in my view, brings it all together in a succinct and understandable way. Highly recommend it.
    13 people found this helpful
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  • Reviewed in the United States on May 29, 2016
    Another fantastic book by Deepak Malhotra. This book reminds us that negotiators are humans, using both real world examples (sports, entertainment, healthcare, technology, history, international relations, etc) and a few key principles. Having seen Malhotra teach (put this on your bucket list!), I especially appreciated the teaching tidbits he incorporated into the book. As someone who teaches negotiations to MBAs, I learned a lot!
    3 people found this helpful
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  • Reviewed in the United States on December 23, 2020
    A lot of this book is common sense but this distills a lot of useful thoughts into a framework that makes them more manageable.
    One person found this helpful
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  • Reviewed in the United States on June 5, 2016
    Deepak has once again introduced negotiating principles through a practical framework. I loved the way that Deepak extensively used relevant historical examples to illustrate his concepts. This made it even more helpful and interesting.

    I used negotiating skills in my every day work and would strongly commend this book to anyone who had an interest in this area.

Top reviews from other countries

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  • Kindle Customer
    5.0 out of 5 stars Great Book
    Reviewed in India on July 22, 2024
    Amazing book about negotiation, various negotiation tools and tactics with real world case studies brought by the author to solve complex problems
  • ochiBan
    5.0 out of 5 stars Splendid
    Reviewed in Germany on September 10, 2022
    Historical/ public culture anecdotes serve as back-ground to teach principles in Negotiation. It can be read as either interesting vignette or as a teaching guide. I peruse the pages frequently, with and without negotiations coming up.
    Put together with the other publications by DM, it serves as a good basis to get acquainted with the concept! Also check his talks online on this topic.
    However, my live does not always treat me to situations and negotiation partners, where a common ground can be negotiated.
    Truely readable: entertaining and educational.
  • Eva Bargalló
    5.0 out of 5 stars Molt útil
    Reviewed in Spain on May 31, 2022
    Una guia de com guanyar poder en una negociació sense utilitzar ni la coacció ni els diners.
  • Gabla Dadié
    5.0 out of 5 stars Clean
    Reviewed in France on March 9, 2020
    Somptueux, riche et ouvert. La négociation par la méthode.
  • Heitor Hermanson de Almeida Campos
    5.0 out of 5 stars Stuffed teachings and cases that can resolve or smooth conflict
    Reviewed in Brazil on October 4, 2017
    Simple language, great cases addressed by the author and dissector by the same. And the author explain and shows how this was resolved, through a new look