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    Negotiation Openings: How Seasoned Pros Set the Tone for Successful Negotiations
    Negotiation Openings: How Seasoned Pros Set the Tone for Successful Negotiations
    Negotiation Openings: How Seasoned Pros Set the Tone for Successful Negotiations
    Ebook40 pages32 minutes

    Negotiation Openings: How Seasoned Pros Set the Tone for Successful Negotiations

    By Michael Wheeler

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    About this ebook

    Negotiation Openings: How Seasoned Pros Set the Tone for Successful Negotiations, one of four collaborations between Scribd Coach and Michael Wheeler, is all about one of the most vexing parts of negotiation: the beginning. When you’re new to negotiating, it can be overwhelming — should you be aggressive or accommodating? Should you make the first offer or wait for one to be put on the table? The outset of negotiation shapes everything that follows, so the stakes can feel sky-high.

    Drawing from his knowledge and experience as a Harvard Business School professor of negotiation, Wheeler explains how to navigate these troubled waters, including how to grab the attention of the other party and get them to the table; how to determine where to negotiate and who to have in the room; how you can apply psychological research to understand how people succeed (or fail) at getting in sync; how to expand your powers of observation and pick up on nonverbal cues; and more. The course is complete with exercises so you can begin putting what you’ve learned into practice right away.

    LanguageEnglish
    PublisherScribd Coach
    Release dateSep 13, 2022
    ISBN9781094444499
    Author

    Michael Wheeler

    Michael Wheeler is an award-winning professor at Harvard Business School who has taught negotiation to thousands of MBA students, executives, managers, and public officials from companies and organizations around the world. Wheeler is editor of the Negotiation Journal, published by the Program on Negotiation at Harvard Law School, and co-chairs the board of the non-profit Consensus Building Institute. He lives in historic Gloucester, Massachusetts, his hometown.

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      Negotiation Openings - Michael Wheeler

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