The Science of Successful Negotiating, with Harvard's Dr. Michael Wheeler

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By Amy Alkon. Discovered by Player FM and our community — copyright is owned by the publisher, not Player FM, and audio is streamed directly from their servers. Hit the Subscribe button to track updates in Player FM, or paste the feed URL into other podcast apps.
Welcome to Amy Alkon's HumanLab: The Science Between Us, with Amy Alkon 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."
Join me and all my fascinating guests every Sunday, 7-8 p.m. Pacific Time, 10-11 p.m. Eastern Time, at blogtalkradio.com/amyalkon or subscribe on iTunes or Stitcher.
Please support this show by buying my new "science-help" book, "Unf*ckology: A Field Guide to Living with Guts and Confidence."

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