eBOOK
The Art of Negotiation
How to Improvise Agreement in a Chaotic World
By: Michael Wheeler
eBook | 8 October 2013
At a Glance
eBook
$16.99
Instant Digital Delivery to your Booktopia Reader App
Read on
Android
eReader
Desktop
IOS
Windows
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 “win-win” method exemplified in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton; and the hard-bargaining style of Herb Cohen’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 don’t match real world realities.
The Art of Negotiation shows how master negotiators thrive in the face of chaos and uncertainty. They don’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.
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 “win-win” method exemplified in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton; and the hard-bargaining style of Herb Cohen’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 don’t match real world realities.
The Art of Negotiation shows how master negotiators thrive in the face of chaos and uncertainty. They don’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.
Industry Reviews
"Professor Wheeler creatively pulls from vastly different professions such as NASCAR drivers, jazz musicans and improv actors, expanding our awareness of negotiations and equipping us with practical, innovative tools to navigate complex negotiations."
Read on
Android
eReader
Desktop
IOS
Windows
ISBN: 9781451690446
ISBN-10: 1451690444
Series: A Creative Guide to Negotiating
Published: 8th October 2013
Format: ePUB
Language: English
Number of Pages: 320
Audience: General Adult
Publisher: Simon & Schuster
![How To Make More Money : incl. Bonus - Negotiate Wage & Salary, Demand Salary Increase [Templates Checklists Guideline] - Simone Janson](https://www.booktopia.com.au/covers/200/9783965960091/1117/how-to-make-more-money.jpg)
