Coupon
The Art of Negotiation : How to Improvise Agreement in a Chaotic World
by Michael Wheeler


Overview - 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.
  Read more...

 

Download

Language: eng

This item is only available to U.S. billing addresses.

 
 
Hardcover
  • Retail Price: $26.00
  • $18.72
  • 20% off for Members: Get the Club Price
    $ 14.98

Add to Cart + Add to Wishlist

In Stock Online.

FREE Shipping for Club Members
Not a member? Join Today!

 
 
 
 
 

More About The Art of Negotiation by Michael Wheeler
 
 
 
Overview
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.


This item is Non-Returnable.

 
Details
  • ISBN: 9781451690446
  • Publisher: Simon & Schuster
  • Imprint: Simon & Schuster
  • Date: Oct 2013
  • Seller Statement: Sold by Simon and Schuster
 
Customer Reviews