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The Art of Negotiation: How to Improvise Agreement in a Chaotic World
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- Buy It NowThe Art of Negotiation: How to Improvise Agreement in a Chaotic World
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eBay item number:186412554002
Item specifics
- Condition
- ISBN
- 9781451690422
About this product
Product Identifiers
Publisher
Free Press
ISBN-10
1451690428
ISBN-13
9781451690422
eBay Product ID (ePID)
150590831
Product Key Features
Book Title
Art of Negotiation : How to Improvise Agreement in a Chaotic World
Number of Pages
320 Pages
Language
English
Publication Year
2013
Topic
Personal Success, Negotiating, Personal Growth / Success
Illustrator
Yes
Genre
Self-Help, Business & Economics
Format
Hardcover
Dimensions
Item Height
1.2 in
Item Weight
17 Oz
Item Length
9 in
Item Width
6 in
Additional Product Features
Intended Audience
Trade
LCCN
2013-005793
TitleLeading
The
Dewey Edition
23
Reviews
This brilliantly readable book is full of wise advice for managing the complexity and uncertainty of real-world negotiations with improvisational mastery., Michael Wheeler has written a new business classic. He presents powerful negotiation strategies and techniques for managers in any industry., Negotiation is not a linear endeavor. Ite(tm)s full of twists and turns and requires managing relationships, data, intuition, and alternatives in a way that increases the probability of a good outcome. 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., eoeThis brilliantly readable book is packed with powerful advice for managing the complexity and uncertainty of real-world negotiations with improvisational mastery.e, "The secret to successful negotiation is not just preparation and a good plan, but inspired improvisation. Until now, there has never been a book on this all-important and neglected aspect of negotiation but now, thanks to Mike Wheeler, we have a beautifully written, insightful and practical guide to the "jazz" of negotiation. The Art of Negotiation is a real gem and an essential contribution to the literature!", eoeA clear-headed, creative approach to negotiation that is on a par with the canonical texts Getting to Yes and You Can Negotiate Anything ...Wheelere(tm)s lucid, engaging voice is a major asset, and sample scripts help drive home his points.e, A clear-headed, creative approach to negotiation that is on a par with the canonical texts Getting to Yes and You Can Negotiate Anything ...Wheeler's lucid, engaging voice is a major asset, and sample scripts help drive home his points., Negotiation is not a linear endeavor. It's full of twists and turns and requires managing relationships, data, intuition, and alternatives in a way that increases the probability of a good outcome. 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., Getting to Yes meets 'Round Midnight' in this highly readable exploration of the twists and turns of real world negotiations. In his new book, 'The Art of Negotiation', Michael Wheeler provides terrific practical guidance on dealing with the predictably unpredictable ways negotiations fail to stay on script., Professor Wheeler creatively pulls from vastly different professions such asNASCAR drivers, jazz musicans and improv actors, expanding our awareness of negotiations and equipping us with truly innovate tools to effectively and innovatively navigate complex negotiations., Whether to build partnerships or to overcome differences, the art of negotiation is crucial to today's nonprofit organizations. Michael Wheeler's book is an eye-opening guide, replete with data, metaphors and compelling stories, on how to negotiate creatively, imaginatively and effectively., 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., eoeWheeler offers a dynamic approache.A fresh approach offering new ways to improve negotiating skills.e, This brilliantly readable book is packed with powerful advice for managing the complexity and uncertainty of real-world negotiations with improvisational mastery., 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 truly innovate tools to effectively and innovatively navigate complex negotiations., Wheeler offers a dynamic approach....A fresh approach offering new ways to improve negotiating skills.
Dewey Decimal
658.4052
Synopsis
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 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. 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., A member of the world renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. 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 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. 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., 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.
LC Classification Number
HD58.6.W49 2013
Item description from the seller
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Product ratings and reviews
Most relevant reviews
- Nov 21, 2017
Academic Treatment of Negotiations
Verified purchase: YesCondition: Pre-OwnedSold by: thrift.books
- Feb 23, 2017
Must read book
Verified purchase: YesCondition: NewSold by: big_river_books
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