Adaptive Dealmaking: A Handbook for Innovative Negotiation Techniques

Author(s)
Matt Charles
Edition
1
Copyright
2026
Pages
96
Book Type
Academic

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Paperback Book

$28.59

ISBN: 9798319703019
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ISBN: 9798319703026
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CHOOSE YOUR FORMAT
Help Me Choose

Paperback Book

$28.59

ISBN: 9798319703019
Details: 
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eBook

$17.59

ISBN: 9798319703026
Details: 
Electronic Delivery EBOOK - 365 days

When most people think of negotiation, their minds immediately gravitate toward corporate boardrooms, hostage standoffs, law offices and diplomatic conferences. While these high-stakes situations often make the news and are ripe for books and film/streaming/TV content, most people actually take part in negotiations on a daily basis. Examples include decision-making such as where to go to dinner and settling on work strategy with colleagues. While less frequent, buying a car and purchasing or renting a property also are negotiations. With dealmaking being a constant part of life, it should be no surprise that negotiations have been around forever, dating to prehistory. The most successful negotiations incorporate flexibility and situational awareness. Over the years, my experience and research have informed my approach to dealmaking that I teach about and myself use in life and work.

Adaptive Dealmaking: A Handbook for Innovative Negotiation Techniques offers readers the tools to:

1. Apply Proven Negotiation Frameworks: Use proven, structured negotiation methods to approach different types of scenarios in an effective manner.

2. Enhance Respect-Based Communication Skills: Implement advanced techniques to manage difficult conversations, emotions and rapport through respect based communication.

3. Understand Your Negotiating Partner and Their Ask: Adjust real-time negotiation approaches in response to your negotiating partner’s desired outcomes.

4. Develop Collaboration Skills: Find cooperative solutions for mutually beneficial outcomes through collaboration and relationship building.

5. Solve for Complex Negotiation Challenges: Navigate ethical considerations, power imbalances and cross-cultural differences.

Matt Charles

Matt Charles is the former deputy spokesperson for the University of Virginia during and after the tragic Unite the Right rally in 2017, and many other crises. Prior to this position, he served the UVA Darden School of Business as director of media relations, helping the school earn a #1 ranking through his reputation management work. A frequent media spokesperson, crisis management/strategic communication professor and former New York City special investigator working sex and drug crimes involving children, he has provided training for the US Department of State, National Criminal Justice Command College and Drug Enforcement Administration, served on a working group for Washington, DC universities (Consortium 120) to combat gun violence, and has received Fulbright support. Professor Charles provides strategic counsel for institutions of higher education, government organizations, nonprofits, corporations, and small businesses and startups. He teaches, or has taught, for Georgetown University, the University of Virginia, American University, Northeastern University, the University of Maryland Global Campus, the University of Iowa, Rutgers University, the University of Florida, the University of Alabama and Purdue University.

 

When most people think of negotiation, their minds immediately gravitate toward corporate boardrooms, hostage standoffs, law offices and diplomatic conferences. While these high-stakes situations often make the news and are ripe for books and film/streaming/TV content, most people actually take part in negotiations on a daily basis. Examples include decision-making such as where to go to dinner and settling on work strategy with colleagues. While less frequent, buying a car and purchasing or renting a property also are negotiations. With dealmaking being a constant part of life, it should be no surprise that negotiations have been around forever, dating to prehistory. The most successful negotiations incorporate flexibility and situational awareness. Over the years, my experience and research have informed my approach to dealmaking that I teach about and myself use in life and work.

Adaptive Dealmaking: A Handbook for Innovative Negotiation Techniques offers readers the tools to:

1. Apply Proven Negotiation Frameworks: Use proven, structured negotiation methods to approach different types of scenarios in an effective manner.

2. Enhance Respect-Based Communication Skills: Implement advanced techniques to manage difficult conversations, emotions and rapport through respect based communication.

3. Understand Your Negotiating Partner and Their Ask: Adjust real-time negotiation approaches in response to your negotiating partner’s desired outcomes.

4. Develop Collaboration Skills: Find cooperative solutions for mutually beneficial outcomes through collaboration and relationship building.

5. Solve for Complex Negotiation Challenges: Navigate ethical considerations, power imbalances and cross-cultural differences.

Matt Charles

Matt Charles is the former deputy spokesperson for the University of Virginia during and after the tragic Unite the Right rally in 2017, and many other crises. Prior to this position, he served the UVA Darden School of Business as director of media relations, helping the school earn a #1 ranking through his reputation management work. A frequent media spokesperson, crisis management/strategic communication professor and former New York City special investigator working sex and drug crimes involving children, he has provided training for the US Department of State, National Criminal Justice Command College and Drug Enforcement Administration, served on a working group for Washington, DC universities (Consortium 120) to combat gun violence, and has received Fulbright support. Professor Charles provides strategic counsel for institutions of higher education, government organizations, nonprofits, corporations, and small businesses and startups. He teaches, or has taught, for Georgetown University, the University of Virginia, American University, Northeastern University, the University of Maryland Global Campus, the University of Iowa, Rutgers University, the University of Florida, the University of Alabama and Purdue University.