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How to Improvise Agreement in a Chaotic World
Simon & Schuster
October 2013
On Sale: October 8, 2013
320 pages
ISBN: 1451690428
EAN: 9781451690422
Hardcover
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Self-Help | Non-Fiction
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 how the best practices of diplomats
such as George J. Mitchell, dealmaker Bruce Wasserstein, and
Hollywood producer Jerry Weintraub apply to everyday
transactions like selling a house, buying a car, or landing
a new contract. Wheeler also draws lessons on agility and
creativity from fields like jazz, sports, theater, and even
military science.
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