The Art of Negotiation: How to Improvise Agreement in a

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The Art of Negotiation: How to Improvise Agreement in a Chaotic World

A member of the world renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation.

A member of the world-renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation.

For many years, two approaches to negotiation have prevailed: the â€œwin-winâ€ method exemplified in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton; and the hard-bargaining style of Herb Cohenâ€™s You Can Negotiate Anything. Now award-winning Harvard Business School professor Michael Wheeler provides a dynamic alternative to one-size-fits-all strategies that donâ€™t match real world realities.

The Art of Negotiation shows how master negotiaÂtors thrive in the face of chaos and uncertainty. They donâ€™t trap themselves with rigid plans. Instead they understand negotiation as a process of exploration that demands ongoing learning, adapting, and influencing. Their agility enables them to reach agreement when others would be stalemated.

Michael Wheeler illuminates the improvisational nature of negotiation, drawing on his own research and his work with Program on Negotiation colleagues. He explains how the best practices of diplomats such as George J. Mitchell, dealmaker Bruce Wasserstein, and Hollywood producer Jerry Weintraub apply to everyday transactions like selling a house, buying a car, or landing a new contract. Wheeler also draws lessons on agility and creativity from fields like jazz, sports, theater, and even military science.

Country	USA
Author	Michael Wheeler
Binding	Kindle Edition
EISBN	9781451690446
Format	Kindle eBook
Label	Simon & Schuster
Manufacturer	Simon & Schuster
NumberOfPages	321
PublicationDate	2013-10-08
Publisher	Simon & Schuster
ReleaseDate	2013-10-08
Studio	Simon & Schuster

The Art of Negotiation: How to Improvise Agreement in a Chaotic World

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