Get Your Free Audiobook

Listen with a free trial

1 credit a month to use on any title, yours to keep (you’ll use your first credit on this title).
Stream or download thousands of included titles.
Access to exclusive deals and discounts.
$16.45 a month after 30 day trial. Cancel anytime.
Buy Now for $26.39

Buy Now for $26.39

Pay using card ending in
By confirming your purchase, you agree to Audible's Conditions Of Use and Privacy Notice and authorise Audible to charge your designated credit card or another available credit card on file.

Publisher's Summary

A member of the world-renowned Program on Negotiation at Harvard Law School introduces the 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 agreement when others would be stalemated.

Michael 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 such as George J. Mitchell, dealmaker Bruce Wasserstein, and Hollywood producer Jerry Weintraub apply to everyday transactions like selling a house, buying a car, or landing a new contract. Wheeler also draws lessons on agility and creativity from fields like jazz, sports, theater, and even military science.

For more information, visit the author's website at www.michaelwheeler.com.

©2013 Michael Wheeler (P)2013 Brilliance Audio, all rights reserved.

Critic Reviews

"Michael Wheeler has written a new business classic. He presents powerful negotiation strategies and techniques for managers in any industry." (Henry McGee, former president, HBO Home Entertainment)

What listeners say about The Art of Negotiation

Average Customer Ratings
Overall
  • 4.5 out of 5 stars
  • 5 Stars
    8
  • 4 Stars
    0
  • 3 Stars
    1
  • 2 Stars
    1
  • 1 Stars
    0
Performance
  • 4.5 out of 5 stars
  • 5 Stars
    7
  • 4 Stars
    1
  • 3 Stars
    1
  • 2 Stars
    0
  • 1 Stars
    0
Story
  • 4.5 out of 5 stars
  • 5 Stars
    7
  • 4 Stars
    1
  • 3 Stars
    1
  • 2 Stars
    0
  • 1 Stars
    0

Reviews - Please select the tabs below to change the source of reviews.

Sort by:
Filter by:
  • Overall
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Story
    5 out of 5 stars

Amazing commonsense negotiation

It helped me saving 23000$ so far!
I knew anything about negotiation before reading it.

Sort by:
Filter by:
  • Overall
    1 out of 5 stars
  • Performance
    3 out of 5 stars
  • Story
    1 out of 5 stars
Profile Image for Joe Diablo
  • Joe Diablo
  • 23-07-2019

Let Me Save You 9 Hours Of Your Life

I gave this book a try because it was written by a Harvard Business School professor.
Here is his ivy league advice: "Approach negotiation with creativity and a readiness to improvise."
Got it? Now don't you feel like one of the big boys? Do you have any Grey Poupon?
The rest of the book is just rambling from story to story, making that same point over and over.
"Here's how (this person) was, or failed to be, creative and ready to improvise."

Ugh, I'm going to return this and go listen to Chris Voss' book again, just to cleanse my palette.

9 people found this helpful

Sort by:
Filter by:
  • Overall
    4 out of 5 stars
  • Performance
    3 out of 5 stars
  • Story
    3 out of 5 stars
Profile Image for Rick Da-Ruler
  • Rick Da-Ruler
  • 08-08-2020

ok read

it was good to start of with but then it gets boring towards the middle and slightly interesting towards the end

In the spirit of reconciliation, Audible Australia acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.