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

by **Michael Wheeler** (Author)

**A member of the world renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation.**

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 negotia-tors 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.

**Number of Pages:** 320

**Dimensions:** 1.13 x 9.24 x 6.28 IN

**Illustrated:** Yes

**Publication Date:** October 08, 2013

**Award:** Axiom Business Book Awards (2014)

## Details

- **Price:** 30.0 USD
- **Vendor:** Books by splitShops
- **Type:** Books
- **Tags:** Books by splitShops, Shopify Collective

## Variants

| Variant | Price | Available |
|---------|-------|-----------|
| Default Title | 30.00 USD | In stock |

## Images

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

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> Updated: 2026-07-23