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The Art of Negotiation: How to Improvise Agreement in a Chaotic World Audiobook
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“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.
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“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
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“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 -
“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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About Michael Wheeler
Michael Wheeler is an award-winning Harvard Business School professor and has taught negotiation to thousands of MBA students, executives, managers, and public officials from companies and organizations around the world. He 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.
About Jeff Cummings
Jeff Cummings, as an audiobook narrator, has won both an Earphones Award and the prestigious Audie Award in 2015 for Best Narration in Science and Technology. He is also a twenty-year veteran of the stage, having worked at many regional theaters across the country, from A Contemporary Theatre in Seattle and the Alliance Theatre in Atlanta to the Utah Shakespeare Festival in Cedar City and the International Mystery Writers’ Festival in Owensboro, Kentucky. He also spent seven seasons with the Oregon Shakespeare Festival.