Book Summary
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Do not force people to choose between doing what is smart and doing what helps them save face.
Negotiating the Impossible
Some agreements are simple to reach. Others are more challenging. There are sometimes circumstances that appear hopeless. Conflict is intensifying, individuals are becoming more hostile, and no one is willing to give in. To make matters worse, you have little influence, money, or other resources with which to work. Deepak Malhotra, a Harvard professor (and a negotiation consultant to corporations all over the globe), demonstrates how to defuse even the most potentially combustible circumstances and achieve victory even when it appears impossible.
Malhotra illustrates key points by telling behind-the-scenes stories about fascinating real-life negotiations, such as drafting the United States Constitution, resolving the Cuban Missile Crisis, bringing peace to Northern Ireland, ending bitter NFL and NHL rivalries, and beating the odds in complex business situations. But he also demonstrates how these same ideas and strategies may be used in everyday life, from negotiating corporate transactions, job offers, and commercial conflicts to overcoming difficulties in personal relationships and even bargaining with children.
Do not force people to choose between doing what is smart and doing what helps them save face.
