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The art of negotiation : how to improvise agreement in a chaotic world

Author: Michael Wheeler
Publisher: New York : Simon & Schuster, [2013]
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
Shedding new light on the improvisational nature of negotiation, explains how diplomats, deal-makers, and Hollywood producers apply their best practices to everyday transactions.
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Document Type: Book
All Authors / Contributors: Michael Wheeler
ISBN: 9781451690422 1451690428 9781451690439 1451690436 9781476757919 1476757917 1451690444 9781451690446
OCLC Number: 828265178
Awards: Commended for Axiom Business Book Awards (Sales) 2014
Description: viii, 304 pages ; 24 cm
Contents: Embracing chaos --
A sense of direction. A map of the Pyrenees ; Prospecting ; Plan B --
Improvising. Presence of mind ; The swing of things ; Situational awareness --
Managing the process. Openings ; Critical moments ; Closing --
Mastery. Silk purses ; Wicked learning ; Fair enough --
Appendix. Twenty-five reasons to embrace chaos in negotiation : a strategic road map.
Responsibility: by Michael Wheeler, Harvard Business School.

Abstract:

Shedding new light on the improvisational nature of negotiation, explains how diplomats, deal-makers, and Hollywood producers apply their best practices to everyday transactions.

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"[T]he book is a good basic guide to making the best of a negotiation." * Booklist * "A clear-headed, creative approach to negotiation that is on a par with the canonical texts Getting to Yes and You Read more...

 
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