Overview

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 Cohens 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 Bruce Wasserstein, and incorporates recent breakthrough research on decision making, emotions, and persuasion. The result is a distinctive dynamic learning approach that emphasizes adaptation, improvisation, and a mixture of preparation and adaptability. Wheeler shows how to prepare for a negotiation, how to improve new proposals during the heat of negotiation, and how to close in on a desired outcome.The Art of Negotiation takes negotiation into a new era of unprecedented potential and reward.

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9781480562653

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