The Art of Negotiation
The ultimate goal in any negotiation is to get to an agreement with the other person. Even better, to make them agree to your deal, on your terms. But how do you get there? Even though preparation is a key feature of successful negotiations, just as important is your ability to improvise and think creatively. Through a series of compelling examples, Wheeler provides a toolkit to help you on your way to becoming a master negotiator.
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Who it is for
Best suited for bankers and salespeople, politicians and public representatives, anyone wanting to become a master negotiator.
About the Author
Michael Wheeler is an MBA professor at Harvard Business School. He teaches negotiation and several executive courses. Since 1993, Michael A. Wheeler teaches negotiation at Harvard Business School in his MBA program, executive courses and more recently in his HBX digital learning platform. His work focuses on negotiation pedagogy, improvisation in complex dynamic processes, ethics and moral decision-making, and various alternative dispute resolution (ADR) processes. For twenty years, he was the Editor-in-Chief of the Negotiation Journal, published by the Negotiation Program at Harvard Law School, where he served in leadership positions from the beginning of the Program. Like LinkedIn Influencer, it has more than 200,000 followers. As a trading consultant, Wheeler advised corporate clients, business organizations, and government agencies on issues in the United States and abroad. He also won the Greenholl Prize for his contribution to the institution.
View author profileLessons
- How even a wrong map can save your life.
- What improv comedians, jazz players and negotiators have in common.
- When to close a deal.
Key Takeaways
- All people who seek to achieve what they want by negotiation
- Sellers and business people who deal daily with negotiations
- Those who need to improve their communication and influence
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