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    The Art of Negotiation (Review and Analysis of Wheeler's Book)
    The Art of Negotiation (Review and Analysis of Wheeler's Book)
    The Art of Negotiation (Review and Analysis of Wheeler's Book)
    Ebook40 pages38 minutes

    The Art of Negotiation (Review and Analysis of Wheeler's Book)

    By BusinessNews Publishing

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    About this ebook

    The must-read summary of Michael Wheeler's book: "The Art of Negotiation: How to Improvise Agreement in a Chaotic World".

    This complete summary of the ideas from Michael Wheeler's book "The Art of Negotiation" explains that negotiations rarely go as planned. With that in mind, the cornerstone of good negotiation strategy is to find ways to manage uncertainty. This summary points out that the faster you go through the learn, adapt and influence cycle, the better you will be as a negotiator.

    Added-value of this summary:
    • Save time
    • Understand key concepts
    • Expand your knowledge

    To learn more, read "The Art of Negotiation" and find out how you can adapt to every negotiation situation and get what you want.
    LanguageEnglish
    PublisherBusiness Book Summaries
    Release dateNov 12, 2014
    ISBN9782511024300
    The Art of Negotiation (Review and Analysis of Wheeler's Book)

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      Book preview

      The Art of Negotiation (Review and Analysis of Wheeler's Book) - BusinessNews Publishing

      Book Presentation: The Art Of Negotiation by Michael Wheeler

      Book Abstract

      About the Author

      Important Note About This Ebook

      Summary of The Art Of Negotiation (Michael Wheeler)

      Book Abstract

      MAIN IDEA

      Negotiations rarely (if ever) go as planned. Most of the time, issues crop up which take things in unexpected directions and you can’t really understand the other person’s interests until you get down to the nitty-gritty details.

      With that in mind, the cornerstone of good negotiation strategy is to find ways to manage uncertainty. You do that by going into a negotiation prepared to do three things:

      The faster you can go through the learn, adapt and influence cycle, the better you will be as a negotiator. Doing this will be far more useful than trying to apply the usual cookie-cutter strategies like think win-win or know your walk-away position and do precisely that if you can’t get what you want.

      Negotiation is a two-way street. We can’t script the process. Whoever sits across the table from us may be just as smart, determined, and fallible as we are. All negotiations, large and small, are chaotic, since they take place in fluid and often unpredictable environments. Adaptability is imperative in negotiation from start to finish.

      – Michael Wheeler

      "Another way of saying it is keep an open mind and be ready to change and adapt to the situation. Don’t ask reality to conform to your blueprint, but transform your blueprint to adapt to reality. You need, I think, to be at the same time arrogant, because you want to solve problems that look insoluble, but you also need to be very humble.

      – U.N. special

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