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viii, 304 pages : illustrations ; 24 cm
  • Embracing chaos
  • A map of the Pyrenees
  • Prospecting
  • Plan B
  • Presence of mind
  • The swing of things
  • Situational awareness
  • Openings
  • Critical moments
  • Closing
  • Silk purses
  • Wicked learning
  • Fair enough.
"[This book] 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. [The author] illuminates the improvisational nature of negotiation, drawing on his own research and his work with program on negotiation colleagues. [The author] 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."-- Provided by publisher.
Law Library (Crown)
xx, 294 p. : form ; 22 cm.
Law Library (Crown)