BY KEITH LUTZ (From pon.harvard.edu)

In his latest book, The Art of Negotiation, Michael Wheeler wanted to explore the seemingly chaotic or random nature of negotiations, and, while conceding that much of negotiation literature and research focuses on quantifiable and identifiable strategies in negotiation, he was still bothered about what the underlying dynamics of a negotiation are, or, as he states, “I had this bug in my head that it’s all well and good in terms of decision trees and probabilities and so forth, but the fact of the matter is everyday transactions cannot be scripted or even necessarily predicted.”

...Taking inspiration from legendary jazz musicians, all of whom were famous for their ability to improvise their music in real time, Professor Wheeler advocates for a synthesis of the studied approach advocated by negotiation research literature with this dynamic, responsive approach to negotiation...

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