The art of negotiation
Subtitle: how to improvise agreement in a chaotic world
By: by Michael Wheeler, Harvard Business School
Edition: First Simon & Schuster hardcover edition.
Publisher: Simon & Schuster
Published: 2013
Language: eng
Number of pages: 304
ISBN-13: 9781451690422; 9781451690439
Subjects: Negotiation; Negotiation in business
Description: Shedding new light on the improvisational nature of negotiation, explains how diplomats, deal-makers, and Hollywood producers apply their best practices to everyday transactions.
Notes: Includes bibliographical references and index.
Table of contents: title: Embracing chaos; title: A sense of direction. A map of the Pyrenees ; Prospecting ; Plan B; title: Improvising. Presence of mind ; The swing of things ; Situational awareness; title: Managing the process. Openings ; Critical moments ; Closing; title: Mastery. Silk purses ; Wicked learning ; Fair enough; title: Appendix. Twenty-five reasons to embrace chaos in negotiation : a strategic road map.