The art of negotiation involves the collected efforts of master negotiators, researchers, and academics to perfect the process by which people vie for their interests with one another. Whether through collaborative, integrative negotiation styles or distributive, "haggling" negotiation styles, the art of negotiation is concerned with a thorough understanding of the dynamics at and behind the bargaining table.
A prescriptive, tools-driven model for aligning organizational structures, processes and culture with negotiation goals, in order to transform organizational negotiation capabilities into a competitive advantage
Program on Negotiation faculty member and Harvard Business School professor Michael Wheeler brings you a new, next-generation approach to negotiation.
Michael Wheeler’s new book, The Art of Negotiation, demonstrates that the best negotiators are adept at managing chaos and uncertainty and rarely trap themselves with rigid plans and entrenched positions. Understanding that negotiation is a process of joint exploration that requires continual learning, adaptation, and social awareness. A master negotiator’s grasp of these concepts gives her the ability to reach agreements where others would face impasse.
Prof. Susskind’s Top 5 Environmental Negotiation Teaching Materials
From time to time, the Teaching Negotiation Resource Center asks PON-affiliated faculty to nominate their top five books, top five teaching videos or top five role-play simulations in certain fields or teaching settings. These change periodically.