Research Summary

Negotiation Complexity

by Michael A. Wheeler


Michael Wheeler's research focuses on negotiation as a dynamic process, one in which the capacity to learn and adapt is essential. Even in seemingly simple cases, people's interests, options, and relationships can change significantly. As a result, effective strategy must focus on complex interactions among the parties themselves and changing external environments. Theory-building in this domain draws on a wide range of disciplines and fields from complexity science and military strategy, to pyschoanalysis and jazz. It focuses on critical moments in negotiation -- tipping points, if you will -- and on how improvisation advances influence the overall process.  This work is reflected in his elective MBA course, Negotiation, and his teaching in executive programs.