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Deepak Malhotra Quotes

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Famous Deepak Malhotra Quotes

“By considering the context of the negotiation, the relationships involved, and your alternatives away from the table, you will become adept at identifying when to negotiate, when to accept a deal without negotiating, and when to simply walk away.”

RelationshipNegotiationDealAlternativeWalk Away
Book:Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
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“Investigative negotiators confront demands the same way they confront any other statement from the other party: “What can I learn from this demand? What does it tell me about the other party’s needs and interests? How can I use this information to create and capture value?”

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Book:Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
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“Know-It-Alls control people and events by dominating the conversation with lengthy, imperious arguments, and they eliminate opposition by finding flaws and weaknesses to discredit other points of view. Because Know-It-Alls are actually knowledgeable and competent,”

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Book:Negotiating the impossible: how to break deadlocks and resolve ugly conflicts
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“When you try to stop someone’s physical attack with your own physical maneuver (a block), you are pitting power against power—and the stronger party will have an advantage. But if you can sidestep the attack, you will avoid the hit, retain your balance, and remain in control of the situation.”

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Book:Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond
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“Yielding is a principle that is often discussed in the martial arts: the idea is that there can be tremendous power in going with—and perhaps redirecting—rather than resisting the energy or attack that is coming your way. Likewise, in negotiations, yielding means “going with,” and not “giving in.” Doing so effectively requires a clear and unbiased understanding of how the other side views the situation, and of the metrics they will use to evaluate ideas and options. Sometimes the best response to a deep-rooted perspective is to yield to it: understand it, adopt it, and repurpose it to advance your position.”

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Book:Negotiating the impossible: how to break deadlocks and resolve ugly conflicts
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