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.
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.
Using his own research and work with the Program on Negotiation, Michael Wheeler explains how diplomats like George Mitchell, dealmakers like Bruce Wasserstein, and even Hollywood producers like Jerry Weintraub use these negotiation principles in everything from selling a house to securing a new contract. Drawing on lessons in negotiation agility and creativity from such diverse fields like jazz, sports, the theater, or even military science, Michael Wheeler’s narrative of the adaptive nature of negotiation builds a reality-based argument for the need for an improvisational in every transactional negotiation you may face.
The Art of Negotiation Attributes
| Author: | Michael A. Wheeler |
|---|---|
| Publisher: | Simon and Schuster |
