The Art of Negotiation

How to Improvise Agreement in a Chaotic World
CD - unabridged
Audio (8 discs)
Product Number: BN8989
Released: Oct 07, 2014
Business Term: Purchase
ISBN: #9781480553361
Narrator/s: Jeff Cummings
Publisher: Brilliance Audio
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A leading figure of the world renowned Program on Negotiation 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 Harvard Business School professor Michael Wheeler provides a dynamic system that yields creative solutions for even the most intractable problems. Wheeler has conducted in-depth research into the best practices of master negotiators, such as special envoy George Mitchell, Hollywood producer Jerry Weintraub, and investment banker Bruce Wasserstein, and incorporates recent breakthrough research on decision making, emotions, and persuasion. The result is a distinctive " dynamic learning" approach that emphasizes adaptation, improvisation, and a mixture of preparation and adaptability. Wheeler shows how to prepare for a negotiation, how to improve new proposals during the heat of negotiation, and how to close in on a desired outcome. The Art of Negotiation takes negotiation into a new era of unprecedented potential and reward.

All formats/editions

Author(s): Michael Wheeler
Product Number EB00561468
Released: Sep 11, 2014
Business Term: 1 Year
Publisher: Simon & Schuster
ISBN: #9781451690446

Professional reviews

"Narrator Jeff Cummings expertly presents a new way to think about negotiation, going beyond win-win scenarios and BATNAs (best alternative to a negotiated agreement). WheelerÕs new interpretation of negotiation requires the negotiator to be more flexible and to adapt to real-world complexities. Cummings delivers Wheeler's principles of negotiation in a conversational tone that works well with the stories and examples used to illustrate the main points. Cummings is adept at providing just the right pacing and pauses, and varies his pitch and tone for quotations. The exposition on negotiation is even and engaging. Several exercises are built into the audiobook; Cummings reads the directions and allows time for their completion, or recommends pausing the audio if more time is needed. E.N. © AudioFile 2013, Portland, Maine"

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