The how to improvise agreement in a chaotic world Wheeler, Michael 1943- creator text nyu 2013 monographic eng

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viii, 304 pages ; 24 cm. Shedding new light on the improvisational nature of negotiation, explains how diplomats, deal-makers, and Hollywood producers apply their best practices to everyday transactions. 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. by Michael Wheeler, Harvard Business School. Includes bibliographical references (p. 287-304)and index. Negotiation in business Negociación en los negocios Negotiation Negociación HD 58.6 W562a 2013 9781451690422 (hardcover : alk. paper) 1451690428 9781451690439 (pbk. : alk. paper) 130221 20230410143225.0 spa