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Is negotiation art or science?

The Art of Negotiation is a book by Harvard professor Michael Wheeler.

One-size-fits-all strategies can be dangerous, because you can't script the process. While preparation is essential, improvisation is part of the process.

Trumpeter Wynton Marsalis compared jazz with negotiation. Self-doubt can be the enemy of good negotiation. Marsalis is the master of a demanding instrument, and if he hits the wrong note it will be very obvious.

Therefore, a key to his success is supreme confidence in his ability to get it right every time. Our most successful negotiators have a similar confidence in their capabilities.


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