Art of Negotiation: Improvising Agreement in a Chaotic World
Drawing from his highly praised book “The Art of Negotiation: How to Improvise Agreement in a Chaotic World,” Harvard Business School Professor Michael Wheeler challenges one-size-fits-all approaches to negotiations that just don’t match real world realities. Plain and simple, negotiation can’t be scripted. That’s why great negotiators are natural improvisers. They understand that robust strategy and quick-on-your-feet tactics are essential. Unexpected opportunities will pop up as the process unfolds. So will obstacles.
Through a combination of case studies, negotiation simulations and other interactive elements, Professor Wheeler teaches enhanced decision-making and negotiating skills that can be shared across an entire organization. Drawing on compelling examples from business, diplomacy and even the arts to illuminate the agile mindset techniques that allow master negotiators to break impasse and craft agreement, he provides a comprehensive view of negotiation – from openings to closings, and critical moments along the way, including when to say to say “yes” and how to say “no” without killing a deal.
High-stakes business negotiations challenge your wits, confidence, and capacity to reason clearly under intense pressure. Leveraging the latest negotiation research and theory, Professor Wheeler helps participants prepare for complex negotiations, anticipate and overcome obstacles, and think on their feet for fast decisions in the “real world.”
Emotionally Intelligent Negotiation
An expert on the role of emotion – both negative and positive – Harvard Business School Professor Michael Wheeler takes issue with the popular notion that “separating the people from the problem” is key to success. In the real world, people often are the problem.
In this practical and provocative presentation, Professor Wheeler explores the three dimensions of emotional intelligence in negotiation:
- self-awareness, the ability to recognize your own hot buttons so you stay poised even in high stress moments;
- capacity to understand others’ emotions and the drivers behind them (Wheeler exposes dangerous misconceptions about body language and nonverbal communication); and
- proactively encouraging other parties to lower defenses and curtail hostility, fostering more constructive relationships.
The session includes stop-start analysis of short videos that illustrate different bargaining styles and techniques, and concludes with a six-step preparation exercise to be emotionally ready for every time you negotiate.
Negotiating Your Vision: Leadership, Innovation and Persuasion
Explaining your vision to colleagues and employees is one thing; getting others to embrace that vision is another, especially when it will disrupt business as usual. Winning other people’s support requires a special kind of negotiation. It’s not about haggling or horse-trading. Instead it entails deep understanding of people’s concerns coupled with the ability to inspire others.
In this stimulating presentation, Harvard Business School Professor Michael Wheeler draws examples from a broad range of contexts – entertainment, the arts, and history – to demonstrate how convincing others to embrace your vision isn’t about carrots and sticks, nor is it really about psychological gambits or personal charm. Rather, as Wheeler demonstrates, it’s about character, persistence, passion and unwavering commitment.