The golden rule of improvisation is: “Never say no.” When an actor starts with the words, “Hello John, how was America?” No one would want to say, “Actually, my name is James, and I`m coming back from Communist China.” You have to work with what you have! The same applies to a trial. Two approaches to negotiation have prevailed for many years: the “win-win” method, illustrated in Getting to Yes by Roger Fisher, William Ury and Bruce Patton; and Herb Cohens` negotiating style You Can Negotiate Anything. Today, Harvard Business School award-winning Professor Michael Wheeler offers a dynamic alternative to one-size-fits-all strategies that don`t match real-world realities. Don`t try to find the perfect answer on the negotiating table. This can cause panic and hesitation. Instead, negotiate like an improvised actor and trust that with your preparation and mental presence, you will always be able to find a good answer. That`s why it`s important to be flexible, creative, and willing to follow a plan B. In the author`s negotiation workshops, he usually uses the example of a small entrepreneur who wants to expand his business by buying another small business in the city. To avoid being on autopilot, focus on more than what the other party in the negotiation is talking about. Pay attention not only to what he says, but also to how he speaks and what his body language says. Michael Wheeler highlights the improvising nature of negotiation, drawing on his own research and work with colleagues at Program on Negotiation.
He explains how the best practices of diplomats like George J. Mitchell, dealmaker Bruce Wasserstein and Hollywood producer Jerry Weintraub apply to everyday transactions such as selling a house, buying a car or landing a new contract. Wheeler also learns lessons in agility and creativity in areas such as jazz, sports, theater and even military science. Often, you will be stuck in a lawsuit. What are you doing? Give up or be creative? Imagine you`re in a big salary negotiation and you know exactly what you want: you know it`s worth $20,000 a month, so, of course, ask for that amount. But what do we do when the boss says no? Professional traders are also nervous. Sometimes they are unsure of their chances of success. At the same time, as professionals, they can control their emotional reactions, which is essential in negotiations. Of course, you lose confidence and control of the negotiations and, as a result, you leave the negotiating table with less than expected. A member of Harvard Law School`s world-renowned negotiation program presents the next generation approach to negotiation.
The art of negotiation shows how negotiators thrive in the face of chaos and insecurity. They don`t make up for it with rigid plans. .