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Finding a niche to exploit is one of the hardest parts of entrepreneurship.
But for Chris Voss, it was written in the stars.
He spent over two decades as the FBI’s lead negotiator in hostage situations.
His effortless climb to the top was due to his keen understanding of people (something we talk about in detail).
Since retiring, he’s built up an incredible reputation as a public speaker, author, and business consultant. He now runs the Black Swan Group, a best-in-class negotiation training service.
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CHRIS VOSS
CHRIS VOSS
The Art of Negotiation: How to Improvise Agreement in a Chaotic World
The Art of Negotiation: How to Improvise Agreement in a Chaotic World
Audible Audiobook – Unabridged
Audible Audiobook – Unabridged
Michael Wheeler (Author), Jeff Cummings (Narrator), Brilliance Audio (Publisher)
4.4 out of 5 stars
A participant in Harvard Law School's internationally renowned Program on Negotiation located at Harvard Law School introduces the revolutionary new approach to negotiation.
For a long time there have been two ways to negotiate that have been prevailing one of them: one is the "win-win" method exemplified in "Getting to Yes" written by Roger Fisher, William Ury as well as Bruce Patton; and the tough-bargaining style of Herb Cohen's You Can Negotiate Everything. Now award-winning Harvard Business School professor Michael Wheeler provides a dynamic alternative to the one-size-fits-all methods which don't reflect real world situations.
"The art of negotiation" illustrates how master negotiators can thrive in the in the face of uncertainty and chaos. They don't rely on rigid strategies. Instead, they view the process of negotiation as one of exploration that requires continuous learning, adjusting and changing. Their flexibility allows the negotiation process to be successful even in situations where others are stuck.
Michael Wheeler illuminates the improvisational nature of negotiations using his own research as well as his collaboration in conjunction with Program on Negotiation colleagues. He explains how the top techniques of diplomats like George J. Mitchell, dealmaker Bruce Wasserstein, and Hollywood producer Jerry Weintraub can be applied to everyday situations such as selling a home or buying a car or signing an agreement. Wheeler also draws inspiration for flexibility and innovation from various fields such as jazz, sports, theatre and even military science.
For more information, visit the author's website at www.michaelwheeler.com.
and this is one of the best. The stories are entertaining
Reviewed in the United States on July 21, 2016
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.
5 people found this helpful
Reviewed in the United States on January 6, 2014
Who would have thought a book about the techniques of negotiation would be such an entertaining read? It seems such a tense business to most. Well, first of all, "The Art of Negotiation" is rich in anecdotes that recount actual transactions (and sometimes confrontations!) - a home purchase, sale of a company, a zoning dispute. The variety of turns these negotiations took based on choices made by the adversaries is followed here. And this book argues effectively that 'adversaries' may indeed be a misguiding word, as co operation and above all, imagination, sometimes of antic dimension, is what works in the difficult situations where parties seem irreconcilable at the start.
The author respectfully acknowledges previous research, surveys and writing on the topic of negotiation. But it seems to me that this book might be all you need to get the best deal available whether you are buying or selling a car or a country.
2 people found this helpful
Great Psychology of Negotiations Primer
Reviewed in the United States on June 6, 2021
This book is excellent! I find the most value from it using it self directed - it's helpful to have a framework for entering a negotiation, and surprising to realize how often what I want isn't clear to myself. It's also an excellent point of reference for trying to get your kids to do anything
Excellent Book by a leader in the field of Negotiation.
Reviewed in the United States on August 28, 2016
I purchased this book off Amazon about a year ago. I studied Negotiation in graduate school and thought this would complement my previous readings. This is an excellent book by a recognized leader in the field. The Art of Negotiation gives outstanding advice and real world examples about negotiating in a chaotic and uncertain environment. Highly recommended for people of all professions!
2 people found this helpful
Reviewed in the United States on December 24, 2013
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
2 people found this helpful
Reviewed in the United States on October 25, 2013
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.
2 people found this helpful
Very good, listened to it four times in a row
Reviewed in the United States on September 2, 2017
Very good, listened to it four times in a row. Gave me confidence in my negotiating skills and took the fear and stress of the process out. I have a lot more deals going through now that I have learned some new skills.
A new perspective on negotiation dynamics
Reviewed in the United States on November 12, 2013
A new perspective on negotiation, grounded in both academic research and real-life experience in an amazingly wide range of fields. This book recognizes the dynamic nature of the negotiation process, and the possibility that a "win" (and even the optimum result) may be something that neither side contemplated going in. It is indeed the step beyond "Getting to Yes," "The Art of the Deal,"and "You Can Negotiate Anything."
Reviewed in the United States on October 27, 2013
True, but it is written in a practical, accessible way. I won't repeat what other reviewers have said, but I have to note that when headlines are about lines in the sand it is very refreshing to read how much can be gained by flexibility. This book demonstrates how your goals can often be better achieved through observing, listening, and being willing to consider and accept options you had not even contemplated before the negotiation began. I think of 5 people to give this to in December. Bravo!
Reviewed in the United States on December 3, 2017
An enjoyable read in part due to the real life examples and dilemmas that a reader (no matter the age or occupation) may face in daily life.
Reviewed in the United States on December 8, 2017
Simply excellent!
One person found this helpful
Reviewed in the United States on December 2, 2013
This book was immediately beneficial for a situation that I was participating in, and gave me suggestions as to the best way to accomplish that task - I was successful! The book is easy to read and can be set down and picked up again as necessary. I recommend it to anyone that deals with other people.
Reviewed in the United States on August 30, 2017
Great book. Very insightful
A profound contribution to the negotiation literature.
Reviewed in the United States on November 24, 2013
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
2 people found this helpful
At last-a real-world guide to negotiating
Reviewed in the United States on November 20, 2013
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.
Reviewed in the United States on January 20, 2014
Before I read the Art of Negotiation I thought that negotiating mostly applied to the work of labor unions and diplomats. However this interesting and very readable book describes how negotiation works in a variety of everyday life scenarios as well as professional situations. The author’s examples of negotiation strategies taken from jazz and performance improv brings another way of thinking to the process. I highly recommend this book.
Reviewed in the United States on January 14, 2014
One of the best books I have read on negotiations. Engaging, informative, and masterfully crafted insights. A must read for anyone looking to improve their negotiation style.
Reviewed in the United States on November 9, 2013
A well executed, totally refreshing perspective on the fluid and often subtle dynamics of negotiation. A valuable text for anyone, regardless of their experience or negotiating venue. Approachable, powerful and fun!
Reviewed in the United States on January 3, 2015
Excellent reference book for all academic and business situations. Also works for classroom management techniques!
A real "how to" guide to negotiation
Reviewed in the United States on October 23, 2014
This is a great "how to" book about the art of negotiation and how to do it well. It gives you real insight into what really goes on during a negotiation.
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