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Michael Wheeler
The Art of Negotiation
How to Improvise Agreement in a Chaotic World
Simon & Schuster, 2013
What's inside?
Negotiations are like jazz. Success depends on how well you improvise.
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.
Summary
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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