Wheeler, Michael  1943- <br/><br/>
The art of negotiation :  how to improvise agreement in a chaotic world / 
by Michael Wheeler, Harvard Business School. 
 - viii, 304 pages ;  24 cm. 
<br/><br/>Includes bibliographical references (p. 287-304)and index. 
<br/><br/>Embracing chaos -- A sense of direction. A map of the Pyrenees ; Prospecting ; Plan B -- Improvising. Presence of mind ; The swing of things ; Situational awareness -- Managing the process. Openings ; Critical moments ; Closing -- Mastery. Silk purses ; Wicked learning ; Fair enough -- Appendix: Twenty-five reasons to embrace -- chaos in negotiation : a strategic road map. 
<br/><br/> Shedding new light on the improvisational nature of negotiation, explains how diplomats, deal-makers, and Hollywood producers apply their best practices to everyday transactions. 
<br/><br/><label>ISBN: </label>9781451690422 (hardcover : alk. paper) 1451690428 9781451690439 (pbk. : alk. paper) 
<br/><br/><label>Subjects--Topical Terms: </label><br/>Negotiation in business.<br/>Negociación en los negocios<br/>Negotiation.<br/>Negociación.
<br/><br/><label>LC Class. No.: </label>HD 58.6  / W562a 2013