Error loading page.
Try refreshing the page. If that doesn't work, there may be a network issue, and you can use our self test page to see what's preventing the page from loading.
Learn more about possible network issues or contact support for more help.
Advanced
Title details for The Art of Negotiation by Michael Wheeler - Available

The Art of Negotiation

by Michael Wheeler
ebook
Read a sample Read a sample
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.
Expand title description text
Publisher: Simon & Schuster

Kindle Book

  • Release date: October 8, 2013

OverDrive Read

  • ISBN: 9781451690446
  • Release date: October 8, 2013

EPUB ebook

  • ISBN: 9781451690446
  • File size: 2317 KB
  • Release date: October 8, 2013
Loading
Loading

Formats

Kindle Book
OverDrive Read
EPUB ebook

subjects

Business Self-Improvement Nonfiction

Languages

English

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.
Expand title description text
Business Self-Improvement Nonfiction
Check out what's being checked out right now This project is made possible by CW MARS member libraries, and the Massachusetts Board of Library Commissioners with funding from the Institute of Museum and Library Services and the Commonwealth of Massachusetts.