More from these Authors

• Article | Harvard Business Review | January–February 2013

  Negotiating with Emotion

  Kimberlyn Leary, Julianna Pillemer and Michael Wheeler

  Citation:

  Leary, Kimberlyn, Julianna Pillemer, and Michael Wheeler. "Negotiating with Emotion." Harvard Business Review 91, nos. 1/2 (January–February 2013): 96–103.

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• Article | Negotiation Journal | January 2013

  The Fog of Negotiation: What Negotiators Can Learn from Military Doctrine

  Michael A. Wheeler

  On the surface, warfare and negotiation may seem to be polar opposites. The objective in war is to defeat the enemy. In negotiation, the goal is to find a solution that satisfies all the parties. Not surprisingly, little cross-learning and exchange has occurred across the two domains. In spite of important differences, however, the dynamics of war and negotiation have much in common. Specifically, both involve the interaction of motivated agents with distinct interests, perceptions, and values (especially in high-stakes contexts). As a result, robust strategy, creativity, and nimble tactics are essential both on the battlefield and at the bargaining table. Just as negotiation theory could be enriched by principles of maneuver warfare, military doctrine offers officers and soldiers a potentially useful foundation to better understand and manage the negotiation process, especially in complex, cross-cultural contexts.

  Keywords: negotiation; Negotiation;

  Citation:

  Wheeler, Michael A. "The Fog of Negotiation: What Negotiators Can Learn from Military Doctrine." Negotiation Journal 29, no. 1 (January 2013): 23–38.

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• Working Paper | HBS Working Paper Series | 2012

  An Outside-Inside Evolution in Gender and Professional Work

  Lakshmi Ramarajan, Kathleen McGinn and Deborah Kolb

  We study the process by which a professional service firm reshaped its activities and beliefs over nearly two decades as it adapted to shifts in the social discourse regarding gender and work. Analyzing archival data from the firm over eighteen years and representations of gender and work from the business press over the corresponding two decades, we find that the firm internalized the broader social discourse through iterated cycles of analysis and action, punctuated by evolving beliefs about gender and work. Outside experts and shifting social understandings played pivotal roles in changing beliefs and activities inside the firm. We conclude with an internalization model depicting organizational adaptation to evolving social institutions.

  Keywords: gender; professional service firms; social institutions; organizational learning;

  Citation:

  Ramarajan, Lakshmi, Kathleen McGinn, and Deborah Kolb. "An Outside-Inside Evolution in Gender and Professional Work." Harvard Business School Working Paper, No. 13–051, November 2012.

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