Adaptability at the Bargaining Table: How Improvisation and Jazz Music Inform Negotiation Strategy

Excellent article from the PON Harvard Blog:

Adaptability at the Bargaining Table: How Improvisation and Jazz Music Inform Negotiation Strategy.

Aggressive tactics and hard-bargaining strategies may, at face value, provide a roadmap to success at the bargaining table but, as the Washington Post’s Kelly Johnson discovered in her interview with Program on Negotiation faculty member Michael Wheeler, adaptability to ever-changing circumstances is essential for the “dynamic” negotiations one encounters in everyday life.

In his latest book, The Art of Negotiation, Michael Wheeler wanted to explore the seemingly chaotic or random nature of negotiations, and, while conceding that much of negotiation literature and research focuses on quantifiable and identifiable strategies in negotiation, he was still bothered about what the underlying dynamics of a negotiation are, or, as he states, “I had this bug in my head that it’s all well and good in terms of decision trees and probabilities and so forth, but the fact of the matter is everyday transactions cannot be scripted or even necessarily predicted.”

http://www.pon.harvard.edu/daily/negotiation-skills-daily/adaptability-at-the-bargaining-table-how-improvisation-and-jazz-music-inform-negotiation-strategy