The Art of Negotiation: How to Improvise Agreement in a Chaotic World Tapa dura - 2013

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 âÈêwin-winâÈë method exemplified in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton; and the hard-bargaining style of Herb CohenâÈçs You Can Negotiate Anything. Now award-winning Harvard Business School professor Michael Wheeler provides a dynamic alternative to one-size-fits-all strategies that donâÈçt match real world realities.

The Art of Negotiation shows how master negotia­tors thrive in the face of chaos and uncertainty. They donâÈçt 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.

Detalles

• Título The Art of Negotiation: How to Improvise Agreement in a Chaotic World
• Autor Michael Wheeler
• Encuadernación Tapa dura
• Páginas 320
• Volúmenes 1
• Idioma ENG
• Editorial Simon & Schuster, NY
• Fecha de publicación 2013-10-08
• Ilustrado Sí
• Features Bibliography, Dust Cover, Illustrated, Index, Price on Product - Canadian, Table of Contents
• ISBN 9781451690422 / 1451690428
• Peso 1.05 libras (0.48 kg)
• Dimensiones 9.24 x 6.28 x 1.13 pulgadas (23.47 x 15.95 x 2.87 cm)
• Library of Congress subjects Negotiation in business, Negotiation
• Número de catálogo de la Librería del Congreso de EEUU 2013005793
• Dewey Decimal Code 658.405

"[T]he book is a good basic guide to making the best of a negotiation."