In this episode of The Parlor Room, Harvard Business School Professor Mike Wheeler speaks with host Chris Linnane about how negotiation's improvisational nature makes it much like jazz. He also shares stories about a former president's photo and the acquisition of a television system to illustrate strategies for succeeding at the bargaining table.

GUEST

Mike Wheeler, MBA Class of 1952 Professor of Management Practice, Retired

RESOURCES

Professor Wheeler's HBS Online course, Negotiation Mastery (https://hbs.me/2p8ummfx)

Professor Wheeler's books:

The Art of Negotiation: How to Improvise Agreement in a Chaotic World (https://hbs.me/2f58xam5)

What's Fair? Ethics for Negotiators (https://hbs.me/yckrx9c3)

Related HBS Online blog posts:

How to Become a Good Negotiator (https://hbs.me/mrx5v4kj)

4 Examples of Business Negotiation Strategies (https://hbs.me/mr2zx8bh)

How to Prepare for a Negotiation (https://hbs.me/2p98p9sz)

3 Ways to Create Value in a Negotiation (https://hbs.me/2p9bwdrx)

6 Strategies to Improve Your Negotiation Skills (https://hbs.me/3fkuvtpf)

Watch this episode on YouTube: https://hbs.me/ycyet9p9