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Books > Business & Economics > Business & management > Business negotiation
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The Art of Negotiation - How to Improvise Agreement in a Chaotic World (Hardcover)
Loot Price: R594
Discovery Miles 5 940
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The Art of Negotiation - How to Improvise Agreement in a Chaotic World (Hardcover)
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List price R752
Loot Price R594
Discovery Miles 5 940
You Save R158 (21%)
Expected to ship within 10 - 15 working days
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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.
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