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

Negotiation Advice: A Synopsis

By: Michael Wheeler
  • Format:Print
  • | Language:English
  • | Pages:12
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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. "Negotiation Advice: A Synopsis." Harvard Business School Background Note 905-059, January 2005. (Revised February 2018.)
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About The Author

Michael A. Wheeler

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Related Work

    • January 2005 (Revised February 2018)
    • Faculty Research

    Negotiation Advice: A Synopsis

    By: Michael Wheeler
Related Work
  • Negotiation Advice: A Synopsis By: Michael Wheeler
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