“Michael Wheeler provides written a fresh business classic. He presents powerful negotiation strategies and approaches for managers in any industry.” – Henry McGee, previous president, HBO Home Entertainment

A member from the world-renowned Plan on Negotiation at Harvard Law College introduces the powerful next-generation approach to negotiation. For many years, two methods to negotiation possess prevailed: the “win-win” technique exemplified in Addressing Yes by Roger Fisher, William Ury, and Bruce about The Artwork of Negotiation Patton; and the hard-bargaining style of Plant Cohen’s You Can Negotiate Anything. Right now award-winning Harvard Business College professor Michael Wheeler provides a dynamic alternative to one-size-fits-all strategies that don’t match real world realities. The Artwork of Negotiation displays how professional negotiators thrive in the face of chaos and uncertainty. They don’t capture themselves with rigid plans. Instead they understand negotiation as an activity of exploration that demands ongoing learning, adapting, and influencing. Their agility enables them to reach agreement when others would be stalemated. Michael Wheeler illuminates the improvisational nature of negotiation, sketching by himself study and his work with Program on Negotiation colleagues. He explains the way the guidelines of diplomats such as George J. Mitchell, dealmaker Bruce Wasserstein, and Hollywood producer Jerry Weintraub connect with everyday transactions like offering a house, buying a car, or getting a new contract. Wheeler also draws lessons on agility and imagination from fields like jazz, sports, theater, as well as military science.