Read The Art of Negotiation: How to Improvise Agreement in a Chaotic World By Michael A. Wheeler Full Books Online in HD Quality

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 on-going 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 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.

The Art of Negotiation includes preparation tools for setting stretch goals in negotiation, as well establishing when walking away from a deal is better than saying yes. The book also lays out nine principles for crafting resilient strategy, and techniques for maintaining emotional poise in tense situations. Effective negotiators are both calm and alert, patient and proactive.

Wheeler provides a comprehensive view of negotiation, from openings to closings, including critical moments along the way. For experienced practitioners, The Art of Negotiation provides a new and powerful way to analyze and manage the process. For students and others new to negotiation, it offers a clear path for building success and confidence in this all-important arena.

Subscribe to Read | $0.00

Subscribe to Read | $0.00

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

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

More Books

Getting to Yes: Negotiating Agreement Without Giving In

Roger Fisher

Never Split the Difference: Negotiating as if Your Life Depended on It

Chris Voss

The Dip: A Little Book That Teaches You When to Quit (and When to Stick)

Seth Godin

Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond

Deepak Malhotra

How to Talk to Anyone: 92 Little Tricks for Big Success in Relationships

Leil Lowndes

The Magic of Thinking Big

David J. Schwartz

The Effective Executive: The Definitive Guide to Getting the Right Things Done (Harperbusiness Essentials)

Peter F. Drucker

The Motivation Manifesto: 9 Declarations to Claim Your Personal Power

Brendon Burchard

No Rules Rules: Netflix and the Culture of Reinvention

Reed Hastings

Start with NO...The Negotiating Tools that the Pros Don't Want You to Know

Jim Camp

Deep Work: Rules for Focused Success in a Distracted World

Cal Newport

Principles for Dealing with the Changing World Order: Why Nations Succeed and Fail

Ray Dalio