New from Simon & Schuster

The Art of Negotiation

The Art of Negotiation

How to Improvise Agreement in a Chaotic World

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  • Simon & Schuster | 
  • 320 pages | 
  • ISBN 9781451690446 | 
  • October 2013
List Price £12.49

Read an Excerpt

The Art of Negotiation [ 1 ] Embracing Chaos
As manager of a private investment firm, Jay Sheldon bought a small cable television company in the Midwest some years ago. He didn’t know much about the industry, but the $8 million price seemed right, and the purchase would let him test the water. Jay and his partners quickly got the business into the black. A year later, they wanted to expand by acquiring nearby systems. After running the numbers, they figured that they could pay $11 million, maybe $12 million... see more

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About the Author

Michael Wheeler

Award-winning Harvard Business School Professor Michael Wheeler 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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