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    The Art of Negotiation: How to Improvise Agreement in a Chaotic World
    The Art of Negotiation: How to Improvise Agreement in a Chaotic World
    The Art of Negotiation: How to Improvise Agreement in a Chaotic World
    Audiobook9 hours

    The Art of Negotiation: How to Improvise Agreement in a Chaotic World

    Written by Michael Wheeler

    Narrated by Jeff Cummings

    4.5/5

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    About this audiobook

    “Michael Wheeler has written a new business classic. He presents powerful negotiation strategies and techniques for managers in any industry.” —Henry McGee, former president, HBO Home Entertainment

    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.

    For more information, visit the author’s website at www.michaelwheeler.com.

    LanguageEnglish
    PublisherBrilliance Audio
    Release dateOct 8, 2013
    ISBN9781480553323
    Author

    Michael Wheeler

    Michael Wheeler is an award-winning professor at Harvard Business School who has taught negotiation to thousands of MBA students, executives, managers, and public officials from companies and organizations around the world. Wheeler is editor of the Negotiation Journal, published by the Program on Negotiation at Harvard Law School, and co-chairs the board of the non-profit Consensus Building Institute. He lives in historic Gloucester, Massachusetts, his hometown.

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    Reviews for The Art of Negotiation

    4.5/5

    45 ratings5 reviews

    What our readers think

    Readers find this title to be a great book with helpful examples for real-life scenarios. The audio version is highly recommended and worth listening to multiple times. It is a detailed and informative read that enhances skills and provides entertainment. While some readers didn't enjoy it as much and were expecting a more educational book, overall it is considered a very good book on an important topic in business and life.

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    • 5/5
      Great Book, Great examples that will Help real life scenarios
    • 3/5
      Not bad but I just didn't really enjoy it some useful info but I was aiming for more of an educational book this is more of a story telling type with educational moments. I prefer "never split the difference" personally.
    • 5/5
      A very good book on one of the most important things in business and life by the best in business Harvard business school
    • 5/5
      A detailed, informative, skill enhancing, entertaining, enjoyable read. Five Stars!
    • 4/5
      Awesome audio definitely Would recommend and listen twice if you have time.