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The Art of Negotiation
Book

The Art of Negotiation

How to Improvise Agreement in a Chaotic World

Michael Wheeler
Simon & Schuster, 2013

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Editorial Rating

8

Qualities

  • Innovative
  • Applicable

Recommendation

Sports great Arthur Ashe enjoyed a lucrative endorsement contract with Head, the firm that supplied his tennis rackets, but the company wanted to stop paying his 5% sales royalty. During discussions, the chairman of Head barged into the room. “Outrageous!” the chairman yelled. “He’s making 10 times what I’m making!” “But Pierre,” Ashe’s agent said, “Arthur has a much better serve than you do.” His comment broke the tension, and Ashe and Head worked out a mutually beneficial deal. Harvard Business School negotiations expert Michael Wheeler uses colorful and instructive anecdotes to illustrate his hundreds of suggestions on what does and doesn’t work during negotiations. getAbstract recommends this fun and highly useful manual to anyone who must negotiate.

Take-Aways

  • During a negotiation, every factor evolves constantly, often in unexpected ways.
  • An effective negotiator must be flexible and creative, have strong presence of mind, and remain aware of the other party’s emotional needs and mood.
  • Every negotiation involves calculated learning, nimble adaptation and the ability to have a positive influence on the other party.

About the Author

Harvard Business School professor Michael Wheeler is a member of the school’s Negotiation, Markets & Organizations unit, editor of the Negotiation Journal and co-chair of the board of the nonprofit Consensus Building Institute.

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