The Art of Negotiation: How to Improvise Agreement in a Chaotic World

Great negotiators, Professor Wheeler writes, are like gifted jazz musicians-they have mastered the basics but excel where circumstances require adjusting to changed circumstances. For the rest of us, it is enough to grasp his key lesson: circumstances do change during negotiations and we are well-advised to adjust accordingly. Simple, perhaps, but profound. This terrific book works on three levels: 1. For the casual reader-it is a great read. Well and simply written, chock-full of terrific stories about very recognizable everyday negotiation situations. 2. For just about every reader-casual or not-it is a useful primer on the guts of the negotiation process. Indeed, many of the stories feature people who are not professional negotiators but find themselves engaged in negotiations which may change their lives. Professor Wheeler's advice is both challenging-you have to respond to changed circumstances-and reassuring-here's how you do it. I am confident that anyone who reads and internalizes the lessons will earn back many times the cost of the book in his or her next negotiation. 3. For experienced negotiators, the Art of Negotiation is a jewel-but, no doubt like Professor Wheeler's classroom, it places demands on the reader. I found myself reliving a lifetime of negotiating to see where my experiences fit with his sage advice. What might I have done differently? What should I do in my upcoming negotiations? The Appendix, which summarizes the lessons, warrants more than one reading. Indeed, I think I will reread it before beginning all my future negotiations.

Michael Wheeler's The Art of Negotiation: How to Improvise Agreement in a Chaotic World makes a huge contribution to the negotiation literature. It illuminates the models developed in negotiation books by some of his colleagues in the Program on Negotiation at Harvard Law School by suggesting that negotiators should use those tools but not be controlled by them. It makes central an idea that might be a bit too implicit in its predecessor books: That to do well in negotiation, one must improvise, which often means departing, at least briefly, from a particular model. He makes a compelling case and provides guidelines and engaging and edifying examples, not only from negotiation but also from jazz and improvisational acting. I believe (and hope) that this book will profoundly influence negotiation study, training and practice. Leonard Riskin Chesterfield Smith Professor of Law University of Florida Levin College of Law Visiting Professor Northwestern University School of Law

I have been fumbling through the world of sales for about a year now as one of the many roles I'm responsible for at a small business. I'm only 1/4 of the way through the text, but thus far the guidance has been incredibly relevant and practical. The author takes concepts which at first glance appear to be too complex, dynamic and seemingly unique to my situation and lays them in in general terms with a process that is consistent and repeatable. It's also been comforting to see that these engagements really do require agility and creativity. I don't feel so bad about adapting the terms of the deal for the larger clients to suit their situation now.

I've read most of the negotiation books out there, and this is one of the best. The stories are entertaining, the advice is useful, and the writing is engaging and clear. Most importantly, Wheeler makes an important contribution by reminding us that negotiation can be a chaotic, ever-changing enterprise that is best approached with an open mind and an arsenal of improvisation skills. Drawing from disciplines such as jazz, improv comedy, and therapy, Wheeler artfully shows us how to overcome negotiation performance anxiety while at the same time remaining alert and focused.

I am a trial lawyer and deal maker. Professor Wheeler’s The Art of Negotiation has let me put my experience and philosophy of negotiation into context and out of the realm of hunch or sixth sense. I do think flexible thinking with discernment and being perceptive to nuance is a rare skill. An approach that is appreciates ambiguity is hard to develop in millennium generation members, but key to survival in today’s hyper competitive marketplace. I have four adult children embarking on their careers, and I am giving all four a copy of The Art of Negotiation by Michael Wheeler for Christmas. I cannot think of a better set of career lessons in one volume. Colin Smith

One cannot read enough about the challenges of negotiation. There are many nuggets of wisdom and experience in this book and it adds to the body of work on the subject. It is not easy to summarize because it lacks a clear structure even though Mr Wheeler tries to present a framework. If you approach this book as a series of insights and academic studies you won't be disappointed if you look for the next "Getting to Yes" or "3 D negotiation" you will be disappointed.

As a lawyer for more than forty years I've done a lot of negotiating, and seen many other negotiators, like me, full of self-confidence that their way was the best way. As Chairman of the Board of Governors of The Folger Shakespeare Library, I also saw what a difference a seminar in negotiating skills presented to the Folger staff by Prof. Wheeler made in their ability to secure better results when buying rare books and various services. His book is the whole story, practical, immediately helpful, easily understood because clearly written, it teaches both that every situation is different, and that there is no magic formula to apply in every situation. Even if you think you're good at this stuff, this book's lessons will make you better.

L'auteur emprunte des bonnes pratiques de négociation à des domaines en apparence éloignés, comme le jazz ou le théâtre d'improvisation. Il utilise aussi des exemples plus "business" pour aider à préparer et mener sa négociation dans des environnements toujours plus mouvants. Son modèle, "apprendre, s'adapter, influencer" est décliné dans chacun des chapitres. Le 1er chapitre, sur la préparation et la définition de sa stratégie de négociation est particulièrement utile.

Negotiation is both art and science and requires the same level of sensitivity to other players as does jazz. Chaos is the only constant in our world, and this book gives perspective on how to cope with that in the negotiation framework. Negotiation is both a dance and a song, and it requires each player to listen, feel and be aware of what the other players in the band or dancers in the dance are doing, and to react accordingly.. Well-written and practical.

Good

I am satasfied with everything

Wonderful book