Michael Wheeler challenges conventional negotiation theories, both win-win and hardball approaches. You can’t script the process, he says. Whoever is sitting across the table may be as smart, determined and unpredictable as you. You can’t dictate their actions any more than you’d let them dominate your position – or the outcome.
One-size strategies don’t fit in today’s fast-paced world. To succeed, negotiators must be agile – and that demands robust strategy and being quick on your feet.
Wheeler, a Harvard Business School Professor and member of the world-renowned Program on Negotiation at Harvard Law School, details his powerful, next generation approach in his just published book, “The Art of Negotiation: Improvising Agreement in a Chaotic World” (Simon & Schuster). It provides experienced practitioners a new way to analyze and manage the process; for students and others new to negotiation, it offers a clear path for building success and confidence in this important arena.
Drawing lessons from a wide range of fields – jazz, sports, theater, military science – as well as the practices of such master negotiators as diplomat George J. Mitchell, dealmaker Bruce Wasserstein, and Hollywood producer Gerry Weintraub, Wheeler gives leaders practical, innovative tools to navigate any negotiation – in business and in life. Pre-publication reviewers have declared “Wheeler knows this subject as well as anyone,” and that his groundbreaking book is “on a par with the canonical texts, Getting to Yes and You Can Negotiate Anything.”
As engaging and provocative a speaker as he is writer, Wheeler leverages the latest in negotiation theory from more than 30 years of research and teaching at Harvard and MIT to help global leaders of corporations, trade organizations, and government agencies hone their strategic and interpersonal skills to achieve higher performance for their organizations and for themselves.