Author

Deepak Malhotra

16 key ideas across 2 books, each explained in our own words.

Negotiating the Impossible

IDEA 1
Deals are possible without power
Malhotra argues that many seemingly impossible conflicts can be resolved without money, threats or force. Skilful negotiators rely instead on three tools: framing, process and empathy. Each tool is illustrated with real cases.
IDEA 2
Framing shapes what people see
Malhotra explains that how a proposal is presented changes how it is judged. Describing the same deal in different terms, or choosing a reference point, can turn rejection into acceptance.
IDEA 3
Anchors steer expectations
Malhotra discusses how the first numbers or ideas mentioned influence what follows. Negotiators can use or counter anchors to shape the conversation more favourably. Awareness of anchors protects negotiators from being steered without noticing.

IDEA 1
Know your best alternative
Malhotra and Bazerman explain that every negotiator should understand their best alternative if no deal is reached. This alternative sets the point beyond which saying no is better than agreeing.
IDEA 2
Find the zone of agreement
The authors describe the range between what each side is willing to accept. If this zone exists, a deal is possible, and good negotiators try to estimate it before talks begin.
IDEA 3
Create value, not just claim it
The authors argue that negotiations are not only about dividing a fixed pie. By trading on issues that matter differently to each side, negotiators can make both parties better off.

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