A member of the world renowned Program on Negotiation at Harvard Law
School introduces the powerful next-generation approach to
negotiation.
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 negotia-tors 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.
