Background Note | HBS Case Collection | January 2005 (Revised June 2009)

Negotiation Advice: A Synopsis

by Michael A. Wheeler

Abstract

Distills the negotiation advice of more than a dozen general books on negotiation. Compares and contrasts specific prescriptions and organizes the books into five loose categories: win-win or mutual gains negotiation, negotiation analysis, relational negotiation, negotiation in context, and the school of hard knocks. An appendix provides a more extensive bibliography.

Keywords: Negotiation; Research;

Citation:

Wheeler, Michael A. "Negotiation Advice: A Synopsis." Harvard Business School Background Note 905-059, January 2005. (Revised June 2009.)