Negotiating the Impossible

About the Author

Deepak Malhotra is the Eli Goldston Professor of Business Administration at the Harvard Business School. He teaches negotiation courses in various programs and has authored several acclaimed books on negotiation. His first book, Negotiation Genius, won the 2008 Outstanding Book Award by the International Institute for Conflict Prevention and Resolution. His second book, I Moved Your Cheese, was a Wall Street Journal best-seller. In Negotiating the Impossible: How to Break Deadlocks and Resolve Ugly Conflicts (Without Money or Muscle), Malhotra provides actionable strategies for resolving seemingly intractable conflicts.

Main Idea

Negotiating the Impossible emphasizes that even the most challenging negotiations can be resolved without relying on money or power. Malhotra introduces three key levers—framing, process, and empathy—that negotiators can use to break deadlocks and achieve successful outcomes.

Table of Contents

1. The Power of Framing
   • Leveraging the Power of Framing
   • First-Mover Advantage
2. The Power of Process
   • Preserve Forward Momentum
   • The Dark Side of Consensus
   • Stay at the Table
3. The Power of Empathy
   • Leveraging the Power of Empathy
   • Ignore Ultimatums
   • Yielding
   • Map Out the Negotiation Space

The Power of Framing

Leveraging the Power of Framing

Framing in negotiations is about how proposals are articulated and perceived. Malhotra explains that the "frame" of a negotiation is a psychological lens that influences perceptions of the issues and the parties involved. Effective negotiators use framing to make their proposals more attractive and to shape how the other side perceives the negotiation.

"Effective negotiators know that how you articulate or structure your proposals can be as important as what you are proposing." – Deepak Malhotra

Framing helps negotiators control the narrative and influence the other party's decision-making process. By paying attention to the optics of a deal, negotiators can make even the most difficult propositions seem reasonable. Malhotra emphasizes that successful framing requires an understanding of the other party's perspective and concerns.

leveraging the power of framing include:

• Reframing a negotiation from a competitive to a collaborative effort to encourage cooperation.
• Presenting options in a way that highlights their benefits compared to alternatives.
• Using positive language to describe concessions and proposals to make them more palatable.

First-Mover Advantage

Malhotra discusses the concept of first-mover advantage, emphasizing that the party who sets the initial frame of the negotiation can significantly influence the trajectory and outcome. Early framing helps establish the terms and conditions that guide subsequent discussions. By setting the agenda and introducing initial proposals, negotiators can shape the negotiation process to their advantage.

"The sooner a frame takes hold, the more likely it is to stick and to shape subsequent negotiations." – Deepak Malhotra

First-mover advantage is particularly important in complex negotiations where multiple issues and parties are involved. Establishing the initial frame can help negotiators maintain control over the negotiation dynamics and set the stage for favorable outcomes.