The Art of Negotiation
How to Improvise Agreement in a Chaotic World
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Engelsk
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 prevaile...
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Forlagsbeskrivelse af The Art of Negotiation af Michael Wheeler
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.
Detaljer
Forlag
Simon & Schuster
ISBN
9781451690422
Sprog
Engelsk
Sider
320
Udgivelsesdato
08-10-2013
Format
Hardback
Varenr.
3350714
EAN nr.
9781451690422
Varegruppe
Engelsk non fiction div.
Højde/Dybde (mm)
237
Bredde (mm)
161
Længde (mm)
32
Vægt (g)
490
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