Welcome to Amy Alkon's HumanLab: The Science Between Us,
interviewing the luminaries of behavioral science.
There have been two major schools on negotiating—Ury, Fisher and Patton's "win-win"/"relationships are everything" approach and Roger Cohen's "nail 'em to the wall" hardball approach.
Harvard Business School professor Michael Wheeler finds that these rigid, one-size-fits-all strategies often clash with the real-world realities of negotiating. Drawing on his and his colleagues' research, he finds that the most successful negotiating techniques are born of an ability to adapt while negotiating, and use agility, creativity, and wise preparation.
He'll advise us all on how to adapt (and do all the rest) in order to win in negotiation, the subject of his book we'll be discussing on the show, "The Art of Negotiation: How to Improvise Agreement in a Chaotic World."
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