The art of negotiation by Micheal Wheeler

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“Every negotiation is a dance between preparation and adaptability.”

A member of the world-renowned Program on Negotiation at Harvard Law School introduces a powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the “win-win” method exemplified in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton, and the hard-bargaining style of Herb Cohen’s You Can Negotiate Anything. Now, award-winning Harvard Business School professor Michael Wheeler provides a dynamic alternative to one-size-fits-all strategies that don’t match real-world realities.

The Art of Negotiation shows how master negotiators thrive in the face of chaos and uncertainty. They don’t trap themselves with rigid plans. Instead, they understand negotiation as a process of exploration that demands ongoing learning, adapting, and influencing. Their agility enables them to reach agreements when others would be stalemated. Wheeler illuminates the improvisational nature of negotiation, drawing on his own research and his work with Program on Negotiation colleagues. He explains how the best practices of diplomats like George J. Mitchell, dealmaker Bruce Wasserstein, and Hollywood producer Jerry Weintraub apply to everyday transactions, such as selling a house, buying a car, or landing a new contract. Wheeler also draws lessons on agility and creativity from fields like jazz, sports, theatre, and even military science.

Key Lessons from The Art of Negotiation:

* Adaptability is Key: Successful negotiators embrace uncertainty and adapt their strategies as situations evolve.

* Negotiation is Improvisation: Treat negotiation as a dynamic process, akin to jazz or theater, requiring creativity and quick thinking.

* Prepare, But Stay Flexible: While preparation is essential, over-rigid plans can hinder success. Balance preparation with improvisation.

* Emotional Intelligence Matters: Understanding emotions—both yours and the other party’s—can lead to better outcomes.

* Learning from Every Field: Insights from diverse areas like sports, the arts, and military science can inform negotiation tactics.

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