Background Note | HBS Case Collection | September 2011 (Revised December 2014)

Learning to Negotiate

by Michael Wheeler

Abstract

This brief note introduces to the student the challenges and rewards of learning to be a more skilled negotiator. Negotiation requires the integration of keen analytic insight with emotional intelligence capabilities.

Keywords: Negotiation; Social Psychology;

Citation:

Wheeler, Michael. "Learning to Negotiate." Harvard Business School Background Note 912-004, September 2011. (Revised December 2014.)