THE ART OF NEGOTIATION How to Improvise Agreement in a Chaotic World

Narrator Jeff Cummings expertly presents a new way to think about negotiation, going beyond win-win scenarios and BATNAs (best alternative to a negotiated agreement). Wheeler’s new interpretation of negotiation requires the negotiator to be more flexible and to adapt to real-world complexities. Cummings delivers Wheeler's principles of negotiation in a conversational tone that works well with the stories and examples used to illustrate the main points. Cummings is adept at providing just the right pacing and pauses, and varies his pitch and tone for quotations. The exposition on negotiation is even and engaging. Several exercises are built into the audiobook; Cummings reads the directions and allows time for their completion, or recommends pausing the audio if more time is needed. E.N. © AudioFile 2013, Portland, Maine [Published: DECEMBER 2013]