Negotiating the Impossible (Chinese)

Negotiating the Impossible (Chinese)

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Malhotra, Deepak Berrett-Koehler Publishers, Inc., 2016
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IN THIS SUMMARY

In negotiations, each side wants to be able to declare that the agreement they reached represents a victory. The most common ways to achieve agreement involve throwing money or muscle into the proposal, but those are not the only tools available to smart negotiators. In Negotiating the Impossible, Deepak Malhotra examines three other levers negotiators can use to move the process along, overcome roadblocks, and allow all parties involved to say they came out ahead on the issues that matter most to them. These levers are framing, or how the proposal is structured; process, or the rulebook the negotiators follow to reach the deal; and empathy, or understanding the perspectives of the other parties.