Background Note | HBS Case Collection | January 2005 (Revised February 2018)

Negotiation Advice: A Synopsis

by Michael 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;

Language: English Format: Print 12 pages EducatorsPurchase

Citation:

Wheeler, Michael. "Negotiation Advice: A Synopsis." Harvard Business School Background Note 905-059, January 2005. (Revised February 2018.)

Related Work

  1. Background Note | HBS Case Collection | January 2005 (Revised February 2018)

    Negotiation Advice: A Synopsis

    Michael Wheeler

    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. "Negotiation Advice: A Synopsis." Harvard Business School Background Note 905-059, January 2005. (Revised February 2018.)  View Details
    CiteView DetailsEducatorsPurchase Related

About the Author

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Michael A. Wheeler
MBA Class of 1952 Professor of Management Practice, Retired

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