the Art of Negotiation (Michael Wheeler)

In "The Art of Negotiation," Michael Wheeler emphasizes that negotiation is a dynamic process rather than a fixed set of rules. He advocates for flexibility, encouraging negotiators to adapt their strategies based on the situation and the people involved. Key concepts include understanding perspectives, building rapport, and finding creative solutions that satisfy both parties. Wheeler highlights the importance of preparation and the ability to think on your feet, suggesting that successful negotiation relies on a blend of strategy, emotional intelligence, and a willingness to collaborate for mutual benefit.