Art of Negotiation How to Improvise Agreement in a Chaotic World

Name: Art of Negotiation How to Improvise Agreement in a Chaotic World
Price: 6.75 USD
Availability: InStock
ISBN: 9781451690422

ISBN-10: 1451690428

ISBN-13: 9781451690422

Edition: 2013

Authors: Michael Wheeler

List price: $38.99

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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 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…

Book details

List price: $38.99
Copyright year: 2013
Publisher: Free Press
Publication date: 10/8/2013
Binding: Hardcover
Pages: 320
Size: 6.00" wide x 9.00" long x 1.20" tall
Weight: 1.034
Language: English




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