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 institution, 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 institution, recebeu o Prêmio Greenhill por suas contribuições para a missão da escola.
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What factors are driving Anna Wintour, or Piers Morgan or Hillary Clinton? What about Richard Branson, or Marco Pierre White, or Cara Delevingne? Work out what has been holding you back Why haven’t you achieved your ultimate goal yet? What’s stopping you? Factors that might be either consciously or subconsciously be holding you back could include: ■ ■ ■ ■ ■ ■ ■ Fear of failure Fear of disapproval Peer pressure Family responsibilities Lack of self‐confidence Lack of self‐belief Age 52 SUPERCHARGE YOUR MOTIVATION ■ ■ ■ ■ ■ ■ Gender Lack of money Lack of skills Lack of time Criticism – or fear of criticism – from family and friends Lack of knowledge, or perceived lack of knowledge Whatever it is, you need to identify it.
Rhian says: “I compete regularly and I need to train for it. When I started working at the leisure centre I told the managers that I would need to have quite a few weekends off to take part in competitions. I also wouldn’t be able to work some evenings because that is when I train. ” Rhian says having the time and freedom to be able to train properly and enter every competition has made a huge difference to her success in the sport, not least because it has enabled her to improve her fighting technique.
Which also means you will have less temptation to abandon the whole idea because it is too hard. 7. Monitor your progress This is an important one. The key point about writing a plan is that it is not just a one‐off action, to be scribbled down on a piece of paper and shoved in a drawer and forgotten about. Neither is it set in stone; it is a guide and an aide memoire and can be changed as often as you want. You should update and revise your plan once a year – with a quick read through every six months – to see what you have achieved and to acknowledge how far you have come.
A Arte da Negociação by Michael Wheeler