By Michael Wheeler
“A Arte da Negociação” revela como os grandes negociadores prosperaram diante do caos e da incerteza. Eles não caem na armadilha de planos rígidos. Em vez disso, entendem a negociação como um processo de exploração que exige aprendizado contínuo, adaptação e influência. Sua agilidade lhes permite chegar a um acordo quando outros estariam em um deadlock. Michael Wheeler traz clareza à natureza imprevisível da negociação, com base em sua própria pesquisa e em seu trabalho com seus colegas do Programa de Negociação. Ele explica como as melhores práticas de diplomatas como George J. Mitchell, o negociador Bruce Wasserstein e o produtor de Hollywood Jerry Weintraub se aplicam a operações cotidianas, como vender uma casa, comprar um carro ou conseguir um novo contrato. Wheeler também apresenta uma série de lições sobre agilidade e criatividade a partir de áreas como a música, os esportes, o teatro e até mesmo a ciência militar.
Michael Wheeler é professor de Prática de Gestão na Harvard enterprise university, onde leciona negociação em uma variedade de cursos executivos. Em anos anteriores, ele serviu como presidente do corpo docente do programa de MBA do primeiro ano e dirigiu o curso de negociação. Na Harvard enterprise tuition, recebeu o Prêmio Greenhill por suas contribuições para a missão da escola.
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Extra resources for A Arte da Negociação
Second, many of these foreign customers are not the same as your domestic customers. Third, below the layer of “easy export acceptors” is typically a much larger group of customers for whom the first two facts relate. These customers have higher demands for service, require better treatment, insist on more customized products, etc. Customers like this tend to ask questions such as: Can the exporter guarantee delivery by building a warehouse close to the port? Can they speed repairs by carrying them out locally?
In their minds, the few exceptions actually prove the rule and justify why the rule, rather than the exception, is worth paying attention to. We agree. 1 captures a pattern that the majority of firms follow as they move from a domestic business to a borderless and global enterprise. It suggests that at the most fundamental level, firms have only two tools at their disposal when it comes to international business. 1 Trade includes the flow of not just products but also of knowledge and expertise.
5 times as many #1 ranked firms as Japan—not fewer as you would expect. Interestingly, Switzerland had the 5th most #1 ranked firms in the Fortune Global 500 even though it is ranked only 21st in terms of GDP. 5 times as many. All of these data suggests that Japan is now punching well below its GDP weight in terms of global powerhouse firms and Switzerland is punching well above its weight. 3 Nationality of #1 Ranked Firms within Each Industry for the Fortune Global 500 Source: Fortune Global 500 List 2008.
A Arte da Negociação by Michael Wheeler