The Art of Negotiation

The Art of Negotiation

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Wheeler, Michael Simon & Schuster, Inc., 2013
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IN THIS SUMMARY

According to Harvard Business Professor Michael Wheeler, the two approaches to negotiation that have prevailed over the years—the “win-win” method and the hard-bargaining style—are one-size-fits-all strategies that do not match real world realities. In The Art of Negotiation, Wheeler presents a dynamic alternative that illustrates how master negotiators make managing uncertainty, and thriving on it, the cornerstone of their strategies. Furthermore, effective negotiators see the process as an exploration that requires agility, ongoing learning, and adapting rather than one that is constrained by rigid plans. By remaining flexible, open, and creative, these negotiators are able to reach even the most difficult of agreements.