Description

Book Synopsis
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 illumi

The Art of Negotiation

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    Order before 4pm today for delivery by Tue 14 Jul 2026.

    A Hardback by Michael Wheeler

    3 in stock

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      Publisher: Simon & Schuster
      Publication Date: 1/8/2013 12:10:00 AM
      ISBN13: 9781451690422, 978-1451690422
      ISBN10: 1451690428
      Also in:
      Business negotiation

      Description

      Book Synopsis
      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 illumi

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