Fixable How to negotiate with confidence (w/ Master Fixer Deepak Malhotra)
Oct 27, 2025
Deepak Malhotra, a negotiation expert and Harvard Business School professor, dives deep into the art of negotiation. He emphasizes the importance of balancing flexibility with assertiveness and reveals how empathy plays a critical role in conflict resolution. Malhotra explains the key differences between interests and positions, suggesting that understanding underlying motivations can unlock creative solutions. He also explores the ongoing WNBA collective bargaining discussions and unveils his innovative AI negotiation advisor aimed at democratizing negotiation expertise.
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Prepare Multidimensionally Before Negotiations
- Prepare multidimensionally: research the other side's interests, constraints, and the negotiation's process and optics.
- Keep learning during the negotiation so you adapt as new information appears.
Handle Ultimatums With Care
- Ignore casual ultimatums and gather more information before reacting, since people often change positions later.
- Only issue ultimatums you can and will follow through on, because credibility is your ultimate leverage.
Write Their Victory Speech
- Help the other side preserve face by imagining and 'writing' their victory speech.
- Align smart choices with what lets them look good to increase the chance they'll accept sensible deals.
