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.
