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The Art of Negotiation : How to Improvise Agreement in a Chaotic World by Michael Wheeler, Michael Wheeler is a business book available to read on EtoBox.

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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

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

Author

Michael Wheeler, Michael Wheeler

Publisher

Simon & Schuster, Limited

Published

2013

Language

EN

ISBN

9781451690446

Category

business

Subjects

Business, Self Help, Management

Rating

3.89 / 5 (162 ratings)

Updated

2026-03-13