The Art of Negotiation: How to Improvise Agreement in a Chaotic World
| Author | : | |
| Rating | : | 4.95 (834 Votes) |
| Asin | : | 1480556580 |
| Format Type | : | paperback |
| Number of Pages | : | 435 Pages |
| Publish Date | : | 2013-12-31 |
| Language | : | English |
DESCRIPTION:
Those titles suggest abandoning hardball tactics and turning every interaction into a negotiation. Wheeler&'s lucid, engaging voice is a major asset, and sample scripts help drive home his points. (Oct.) . He steers readers toward making wise decisions about whether or not to pursue a negotiation in the first place, conducting sufficient research, keeping their cool, and closing the deal. Often, each party&'s real needs don&'t emerge until the negotiations are in progress. Wheeler, on the other hand, posits that the most important aspect of negotiation is improvisation and constant flexibility, acknowledging that each party goes into a negotiation without truly understanding the other person&'s position. Wheeler discusses strategies for managing uncertainty and understanding the true extent to which preferences,
"and this is one of the best. The stories are entertaining" according to J Bow. I've read most of the negotiation books out there, and this is one of the best. The stories are entertaining, the advice is useful, and the writing is engaging and clear. Most importantly, Wheeler makes an important contribution by reminding us that negotiation can be a chaotic, ever-changing enterprise that is best approached with an open mind and an arsenal of improvisation skills. Drawing from disciplines such as jazz, improv comedy, and therapy, Wheeler artfully shows us how to overcome negotiation performance anxiety while at the same time remaining alert . Nothing new or excited here This book is very repetitive and super basic.. Marketing Hype? Dr Andrew Whitehead PhD The PON publicity machine has really fired up for Professor Wheeler, as it always does for one of its own but rarely for anyone else. (There is a lot of competition for big bucks from executive programs and negotiation consulting.) The result this time is a host of exaggerated and sometimes cloying claims to revolutionary ideas, great writing and excellent scholarship. The marketing hype led me to expect more than I got, but my overall impression is that this is a good book with significant flaws.Wheeler comes over as an American business professor writing for
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. 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. He explains how the best practices of diplomats such as George J. “Michael Wheeler has written a new business classic. He presents powerful negotiation strategies