{"product_id":"the-art-of-negotiation-how-to-improvise-agreement-in-a-chaotic-world-9781451690422","title":"The Art of Negotiation: How to Improvise Agreement in a Chaotic World","description":"\u003cb\u003eA member of the world renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation.\u003c\/b\u003e \u003cp\u003e\u003c\/p\u003eFor many years, two approaches to negotiation have prevailed: the \"win-win\" method exemplified in \u003ci\u003eGetting to Yes\u003c\/i\u003e by Roger Fisher, William Ury, and Bruce Patton; and the hard-bargaining style of Herb Cohen's \u003ci\u003eYou Can Negotiate Anything\u003c\/i\u003e. 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. \u003cp\u003e\u003c\/p\u003e \u003ci\u003eThe Art of Negotiation\u003c\/i\u003e 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. \u003cp\u003e\u003c\/p\u003e 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.\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAbout the Author\u003c\/b\u003e\u003cbr\u003eMichael Wheeler is an award-winning professor at Harvard Business School\u003ci\u003e \u003c\/i\u003ewho 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 \u003ci\u003eNegotiation Journal\u003c\/i\u003e, 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.\u003cbr\u003e","brand":"Simon \u0026 Schuster","offers":[{"title":"Default Title","offer_id":50646770549010,"sku":"9781451690422","price":20.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0831\/4771\/8930\/files\/img_d420e782-4166-4137-bd90-ac3462198a4e.jpg?v=1733185442","url":"https:\/\/surprise-castle.myshopify.com\/products\/the-art-of-negotiation-how-to-improvise-agreement-in-a-chaotic-world-9781451690422","provider":"Surprise Castle","version":"1.0","type":"link"}