Art of Negotiation How to Improvise Agreement in a Chaotic World

ISBN-10: 1451690428
ISBN-13: 9781451690422
Edition: 2013
Authors: Michael Wheeler
List price: $29.99 Buy it from $5.08
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Description: A leading figure of the world renowned Program on Negotiation 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  More...

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Book details

List price: $29.99
Copyright year: 2013
Publisher: Free Press
Publication date: 10/8/2013
Binding: Hardcover
Pages: 320
Size: 6.00" wide x 9.00" long x 1.25" tall
Weight: 1.034
Language: English

A leading figure of the world renowned Program on Negotiation 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 Harvard Business School professor Michael Wheeler provides a dynamic system that yields creative solutions for even the most intractable problems.Wheeler has conducted in-depth research into the best practices of master negotiators, such as special envoy George Mitchell, Hollywood producer Jerry Weintraub, and investment banker Bruce Wasserstein, and incorporates recent breakthrough research on decision making, emotions, and persuasion. The result is a distinctive “dynamic learning” approach that emphasizes adaptation, improvisation, and a mixture of preparation and adaptability. Wheeler shows how to prepare for a negotiation, how to improve new proposals during the heat of negotiation, and how to close in on a desired outcome.With commanding graphics, lists, and exercises to use in preparing for the negotiation process, as well as a companion website featuring simulation videos, The Art of Negotiation takes negotiation into a new era of unprecedented potential and reward.

Embracing Chaos
A Sense of Direction
A Map of the Pyrenees
Prospecting
Plan B
Improvising
Presence of Mind
The Swing of Things
Situational Awareness
Managing the Process
Openings
Critical Moments
Closing
Mastery
Silk Purses
Wicked Learning
Fair Enough
Appendix: Twenty-five Reasons to Embrace Chaos in Negotiation-A Strategic Road Map
Acknowledgments
Notes
Index

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