The Artwork of Negotiation: Find out how to Improvise Settlement in a Chaotic World

A member of the world famend Program on Negotiation at Harvard Legislation Faculty introduces the highly effective next-generation strategy to negotiation.

A member of the world-renowned Program on Negotiation at Harvard Legislation Faculty introduces the highly effective next-generation strategy to negotiation.

For a few years, two approaches to negotiation have prevailed: the “win-win” technique exemplified in
Attending to Sure by Roger Fisher, William Ury, and Bruce Patton; and the hard-bargaining fashion of Herb Cohen’s
You Can Negotiate Something. Now award-winning Harvard Enterprise Faculty professor Michael Wheeler offers a dynamic various to one-size-fits-all methods that don’t match actual world realities.

The Artwork of Negotiation reveals how grasp negotia­tors thrive within the face of chaos and uncertainty. They don’t lure themselves with inflexible plans. As a substitute they perceive negotiation as a means of exploration that calls for ongoing studying, adapting, and influencing. Their agility permits them to succeed in settlement when others can be stalemated.

Michael Wheeler illuminates the improvisational nature of negotiation, drawing on his personal analysis and his work with Program on Negotiation colleagues. He explains how the perfect practices of diplomats reminiscent of George J. Mitchell, dealmaker Bruce Wasserstein, and Hollywood producer Jerry Weintraub apply to on a regular basis transactions like promoting a home, shopping for a automotive, or touchdown a brand new contract. Wheeler additionally attracts classes on agility and creativity from fields like jazz, sports activities, theater, and even navy science.