Negotiating the Impossible

The author defends the idea that it is possible to conduct even the most complicated negotiations successfully by applying some of the strategies described in this book. In each case, he begins with examples of tricky negotiations, from which he derives concrete recommendations. The book is structured into three main parts. Part one addresses how to formulate arguments (“framing”), part two then provides a detailed description of the negotiation process itself, and part three describes the importance of empathy to all good negotiators.

In each part, Deepak Malhotra makes numerous recommendations, many of which are counter-intuitive. He initially explores the idea that, in any negotiation, how information is presented is just as important as the issues on the table and the arguments themselves. Unblocking a situation does not necessarily require yielding on a point, because it is often sufficient to recast the message to suit the stakes of the other party. Part two is devoted to methodology: what are the various elements to take into consideration to establish clarity on the negotiation process and start discussions off to your advantage? Finally, the last part deals with the human side of negotiations. No one wants to leave the table feeling defeated. The need to show empathy toward the other party and offer ways out to allow each side to save face is a particularly interesting point in this book.