Name: PocketBook4you
Author: PocketBook4You

.3c63c4d2-fe3c-4aa6-8af2-e1e0e7340504.mp3

Have you ever needed to negotiate something? We face negotiations every day, at work, home, and shops for example. Involuntarily we are forced to negotiate, and of course, we always want to take advantage of it. In the book “The Art of Negotiation”, Michael Wheeler teaches the strategies to always extract the best of your deals.

You must know that there are methods, studies, and experiences that provide many materials for you to use in your future negotiations. Here in this summary, we will demonstrate how to use all this knowledge to your advantage and transform your life through it.

Got curious about how to become this master in negotiation? Stay with us in this summary and learn all the negotiation tips necessary to take a step forward!

“The Art of Negotiation” is a book that was published in 2013 by Simon & Schuster publishing house.The book has 320 pages, divided into 13 chapters that deal with great negotiations and great negotiators, where the best advantage was taken in the midst of uncertain situations.

Its methods and examples can be easily applied in our business practices, making it possible to achieve success.

Michael Wheeler is an American writer, very successful as editor in chief, demonstrating his talent and excellence for works of the utmost importance.

As a teacher, he taught negotiation at Harvard Business School and advised corporate clients, business organizations, and government agencies in the United States and abroad.

Why should I read “The Art of Negotiation”?

This book is essential for entrepreneurs, businessmen, and investors, as well as aspiring traders who seek to thrive in the face of chaotic or uncertain situations and close deals, reaching agreements in their new projects.

What can I learn from “The Art of Negotiation”?

The author shows us how chaotic situations favor us in the art of negotiating;

Learning to improvise at the time of negotiation is the main element for the author;

Know the whole process of a negotiation, from the first dialogues to the decision making;

In addition to an objective that may limit the flow of interests and rationalize the result always have a plan B to expand the possibilities;

Know how to prevent yourself in the unusual situations that negotiation may offer, based on the exercises shown by the author;

Be optimistic as long as you do not exclude your realism in the negotiations;

Using tips and methods presented by the author, increase your intelligence, preparation, and belief when negotiating;

Understand how the author advocates personal growth and awareness of his negotiating power.

Download the "The Art of Negotiation" Book Summary in PDF for free

Do you have no time to read now? Then download the free PDF and read wherever and whenever you want:

Michael Wheeler begins by bringing an element little used in the teachings about negotiation: improvisation.

Negotiations need to be dynamic and agile. If you believe that there is always unknown information in the act of trading, you are automatically prepared for any chaotic situation.

There is a cycle in negotiations, consisting of learning, adapting, and influencing. The successes and failures in these acts are not limited to the gain or loss of the causes. They need to be analyzed by the amount, energy, and time spent.

The author emphasizes his admiration in win-win negotiations (in which both parties are victorious) as innovative and efficient. Having an objective when negotiating limits the flow of interests and streamlines the outcome.

The excitement of negotiating is one of the incalculable factors in advance. In contrast, this and any other uncertainties need to be well managed for a good strategy.

Here the author brings a story to figure negotiations, showing how the confidence, the impetus, and the vigilance that come from a substantial plan can foster when negotiating. 

Understanding the context of the situation is a great resource when making a decision or analyzing a proposal.

Time is crucial. Knowing whether they support your strategy shows you the right time to trade. Be aware that being in trading is more efficient than being prepared individually.

Precious things are at stake right now, such as time, money, and status. You need to have a macro view when deciding to bet everything. Project yourself into the future by taking a watchful attitude about your plans.

Here we will learn tools for more realistic strategies in the area of possible agreement.

One is the negotiation triangle, in which the agreement is influenced and worked from:

Basis of possible agreements made available by the other Party;

Drawing these three lines, there is an idea of the size of the possible negotiation space, remembering that it can always change.

Seeing change as a value ladder, where the steps are proposed suspended, gives you an idea of progression or regression. This gives you greater agility and creative power.

It also helps you know which information is most relevant at the time of the agreement. And believe this, information is your greatest power.

There is also the Prospecting Matrix. The focus of this matrix is to place possible advantages on scales of relevance to develop strategies. Both tools support confidence and help you think big and set ambitious goals. 

Inflexibility comes at a cost, which can destroy any strategy by destabilizing you. To be an efficient negotiator, it takes agility to deal with possible counterpart nonsense.

There are feelings that negotiation can provoke in the individual. Michael defends the effectiveness of paradoxes as “calm and attentive” or “patient and proactive” when negotiating. Emotional balance is the key to better adapting during a deal.

There is also a whole subjective emotional baggage that must be addressed when negotiating. These personality patterns and emotions are all about final performance.

But the question is, what can you do about it?

Exercise your mind to control your emotions;

Your conscience should be trained according to your life purpose.

Here the author makes a paradox of dealing with jazz, where there are proper languages, emotional states, learning, adapting and influencing processes, rhythmic concerns, and improvisations.

At the time of improvisation, pay attention to:

Being in sync – or out of sync because the unexpected can result in a new song, a new business;

Prediction is a crucial factor in trading. Some of the virtues necessary for this are:

A useful dynamic interaction in trading is to observe, guide, decide, and act in a cyclical motion. Plans should be tentative, but planning needs to be effective, efficacious, and efficient.

Initial conversations can succumb to negotiations. One must be open, taking care to not deplete energy.

Three things happen at these early times:

Involvement: “who?” – Defines the relationship;

Formulation: “what?” – Defines the task;

Outline: “how?” – Defines the process.

Some other questions are also important at the beginning:

Get off on the right foot, prepared and willing;

Care about first impressions, such as body language. 

Michael Wheeler says that some negotiating postures can be misunderstood and must be deterred. Information directly influences strategies.

The content presented above reflects the vision and critical analysis  of our writing team, respecting the fundamentals of intellectual  property in Brazil (article 8, item I). 
No part of the book is  being copied. They are unique and exclusive content, always giving  credit to the authors and indicating the link to purchase the complete  work. PocketBook4You respects the copyright code in accordance with  Brazilian law, Law 9.610 / 98. 
This content is the exclusive  property of PocketBook4You and is protected by Copyright Law in its  articles 46, I, (a) and its article 47, because it is not reproduction  and do not imply any discredit, on the contrary, the moral right is  protected and, as noted earlier, the reader receives a link to acquire  the work. Reproduction of this material without permission of the  company is prohibited.

Note:

And receive a weekly summary of the biggest best sellers to read and listen to whenever you want!

Sign up for free

Click below and purchase the full edition of this work

Learn a new book every day, stay tuned to our newsletter and find out the highlights of the day.

Thanks for signing up! Starting tomorrow, we will be in your inbox with the best news and tips for your personal and professional development. Every day at 5:05 am

Now that you're done reading, don't forget to rate it too!

Strategy

Leadership & Management

Marketing & Sales

Business

Money & Investment

Biographies

Corporative Culture

Motivation & Inspiration

Communication & Networking

Productivity

Negotiating is a process. Learn with Michael Wheeler here, in the book summary of The Art of Negotiation, how to take full advantage of this process and be a great negotiator, even in chaotic situations.

The Art of Negotiation - Michael Wheeler.pdf

Negotiating is a process. Learn here how to take full advantage of this process and be a great negotiator, even in chaotic situations.

The Art of Negotiation - Michael Wheeler

The Art of Negotiation, Book Summary in PDF

Download summaries and listen offline in our app!