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

Extended Audio Sample The Art of Negotiation: How to Improvise Agreement in a Chaotic World, by Michael Wheeler Click for printable size audiobook cover
0 out of 50 out of 50 out of 50 out of 50 out of 5 0.00 (0 ratings) (rate this audio book) Author: Michael Wheeler Narrator: Jeff Cumming Publisher: Brilliance Audio Format: Unabridged Audiobook Delivery: Instant Download Audio Length: Release Date:
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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 George Mitchell, deal-maker Bruce Wasserstein, and Hollywood producer Gerry 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.

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Quotes & Awards

  • “This brilliantly readable book is packed with powerful advice for managing the complexity and uncertainty of real-world negotiations with improvisational mastery.”

    Bruce Patton, coauthor of Getting to Yes

  • “Professor Wheeler creatively pulls from vastly different professions such as NASCAR drivers, jazz musicans and improv actors, expanding our awareness of negotiations and equipping us with practical, innovative tools to navigate complex negotiations.”

    Erin Egan, Senior Product Manager, Microsoft

  • “Wheeler knows this subject as well as anyone and shows us how the best negotiators are like great scouts; constantly probing and challenging assumptions to find the value that is beneath the surface.”

    Ben Cherington, General Manager of the Boston Red Sox

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