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The Art of Negotiation: How to Improvise Agreement in a Chaotic World Hardcover – October 8, 2013
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Wheeler comes over as an American business professor writing for Americans while proffering universal truths about negotiation. I guess his main market is in the US but he seems to assume 95 percent of the world’s negotiation exemplars are American, which is not convincing. I do know several expert American practitioners. However, in the various parts of the world with which I am familiar, Americans tend to be seen as under-skilled negotiators. The book has some international content but it almost always involves American success stories, including the adoring account of Richard Holbrooke’s “playful” solution to the Serbian-Bosnian dispute about car license plates. (Was it really Holbrooke’s idea?) Too many writers overestimate the influence of culture on negotiation but it does deserve more than the two token mentions in this book. The admirable UN envoy, Lakhdar Brahimi, is the only non-American to get significant coverage but we are not even told he is Algerian, let alone whether or not there is anything in his cultural background that might work in his favor as a crisis negotiator. The author prescribes eye contact as a universal rule for negotiators, which is but one bit of evidence that betrays his failure to explore beyond Euro-American society.Read more ›
That said, if this is the first book of its kind that you are tackling, I would recommend starting with the classic book Getting to Yes by Roger Fisher and William Ury, which is referenced prominently by Dr. Wheeler.
Regardless of the quality of Professor Wheeler's book, was it vulgar for a highly favorable review to appear in the Harvard PON's prestigious `Negotiation Journal' (October 2013)? Professor Wheeler is the journal editor. The author of the review earned his PhD at Wheeler's home base, Harvard, has taught negotiation at HBS, and from 2008 taught for five years at NYU's Stern Business School. Professor Wheeler is a prominent Stern Speaker. Stern Speakers, which touts this book as the centerpiece of its promotional page for Professor Wheeler, is a commercial agency of the Stern Business School. The review may be fine in itself but it might have been more prudent and persuasive to publish it somewhere other than the "Negotiation Journal". Naturally, we must wonder if Professor Wheeler and his editorial board would have published an unfavorable review. I guess no one would submit such a review to that journal. Someone should give it a try and see what happens.
Most Recent Customer Reviews
I would say the contents of this book were just average. It sounds like an enticing headline but the examples were rather weak, and I was expecting groundbreaking negotiation... Read morePublished 1 month ago by Amazon Customer
Excellent reference book for all academic and business situations. Also works for classroom management techniques!Published 13 months ago by N. Daley
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.Published 15 months ago by Renae Spotser
Very practical approach. What I especially liked was avoiding a cookbook format and recognizing individual as well as situational differences.Published 21 months ago by Cathy Hall
As a European legal practitioner and part time professor of Negotiation and Mediation, I am amazed how Professor Wheeler, like the illustrious authors of the a.m. Read morePublished 22 months ago by Avi Schneebalg
Most negotiation books provide step-by-step guidance that we should all follow to create and claim value. Read morePublished on January 31, 2014 by Todd E Schenk
The beauty and genius of this book is that it goes beyond traditional embedded models of negotiation and creates a new foundational premise: the world is chaotic and negotiators... Read morePublished on January 24, 2014 by Cathy