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