Art of Negotiation by Michael Wheeler


ISBN
9781451690422
Published
Released
02 / 12 / 2013
Binding
Hardcover
Pages
320
Dimensions
152 x 229 x 25mm

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
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Description
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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 George Mitchell, deal-maker Bruce Wasserstein, and Hollywood producer Gerry 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.
ISBN:
9781451690422
Publication Date:
02 / 12 / 2013
Pages:
320
Dimensions:
152 x 229 x 25mm

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