Michael A. Wheeler
MBA Class of 1952 Professor of Management Practice
Michael Wheeler is the MBA Class of 1952 Professor of Management Practice at the Harvard Business School where teaches Negotiation as well as a variety of executive courses. In previous years he served as faculty chair of the first year MBA program and headed the required Negotiation course. He has also taught The Moral Leader; Leadership, Values, and Decision Making; and, as Visiting Professor at Harvard Law School, Mediation & Consensus Building. At HBS he has received the Greenhill Award for his contributions to the School's mission.
Wheeler’s current research focuses on negotiation dynamics, dispute resolution, organizational design, and ethics. He is the editor of the Negotiation Journal and co-director of the Negotiation Pedagogy initiative at the inter-university Program on Negotiation.
Wheeler is the author or co-author of ten books, including the forthcoming The Art of Negotiation: How to Improvise Agreement in a Chaotic World. In addition, he has written What’s Fair? Ethics for Negotiators (with Carrie Menkel-Meadow), Business Fundamentals in Negotiation, and On Teaching Negotiation. His text Environmental Dispute Resolution (with Lawrence Bacow) won the CPR-ADR’s annual award as the best book on negotiation. He has written numerous articles in both scholarly journals (among them, the Yale Journal of Regulation, the Harvard Negotiation Law Review, and The Journal of Applied Psychoanalytic Studies) and the public press, including The Harvard Business Review, The Atlantic Monthly, and The New York Times.
He has also written scores of negotiation exercises, cases, notes, and self-assessment tools. These materials cover subjects ranging from nonverbal communication and complexity theory, to the parallels between negotiation strategy and both jazz and war-fighting. He has written extensive case studies of negotiation system design, documenting GE’s “early dispute resolution initiative” and Guinness’s process for approving acquisitions and joint ventures. With colleagues Gerald Zaltman and Kimberlyn Leary, he is investigating emotions and unconscious attitudes that people bring to the bargaining table. With Clark Freshman he is also exploring nonverbal communication and lie detection in negotiation.
Wheeler co-chairs the board of the Consensus Building Institute. He previously taught at MIT's Department of Urban Studies and Planning from 1981 to 1993, where he was Director of Research at MIT's Center for Real Estate Development. Previously he was Director of Education and Research at the Lincoln Institute of Land Policy and Professor of Law at New England Law School. He has also been a Visiting Professor at the University of Colorado and the Politecnico di Torino, Italy. He has appeared extensively on public television in Boston and elsewhere.
He holds degrees from Amherst College, Boston University, and Harvard Law School, and was admitted to the Massachusetts bar in 1969. He has been a panelist for the American Arbitration Association, and has served as a mediator or arbitrator in a variety of business and regulatory disputes. He has advised corporate clients, trade organizations, and government agencies on negotiation issues in the United States and abroad.
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Article
| Harvard Business Review
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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
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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;
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Article
| Negotiation Journal
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Three Cheers for Teaching Distributive Bargaining
Michael A. Wheeler
Back in the 1990s, business school professors at an Academy of Management conference debated the propriety of teaching distributive bargaining to their students. The particulars of that exchange are lost in the mists of time, but at the end of the session, a straw poll apparently was taken. A huge majority of the attendees disapproved of exposing their impressionable pupils to the reality that in some negotiations, more for one party means less for the other. I gather the consensus view rested on the notion that distributive bargaining is brutish, perhaps even immoral. Perhaps negotiation teachers wanted to see themselves as surrogate peacemakers and problem solvers, bringers of value-creating light to the world through the future of good works of their charges. They certainly didn't want to see themselves as pit bull trainers.
Keywords: Management;
Conferences;
Business Education;
Debates;
Negotiation;
Problems and Challenges;
Value Creation;
Moral Sensibility;
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Book Review
| Negotiation Journal
|
Rethinking Decision Making, book review of The Art of Choosing, by Sheena Iyengar, and Streetlights and Shadows: Searching for the Keys to Adaptive Decision Making, by Gary Klein
Michael A. Wheeler
Keywords: Decision Making;
Decision Choices and Conditions;
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Article
| Negotiation
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Chance and Negotiation
Michael A. Wheeler
Keywords: Negotiation;
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Journal Article
| Negotiation
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Poise Under Pressure
Michael A. Wheeler
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Article
| Negotiation Journal
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Origins of a Classic: Getting to Yes Turns 25
Michael A. Wheeler and Nancy J. Waters
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Article
| Negotiation
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What Negotiators Can Learn from Improv Comedy
Michael A. Wheeler and Lakshmi Balachandra
Keywords: Negotiation;
Entertainment;
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Article
| Negotiation Journal
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Is Teaching Negotiation Too Easy, Too Hard, or Both?
Michael A. Wheeler
Keywords: Teaching;
Negotiation;
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Journal Article
| Negotiation
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Closing the Deal
Michael A. Wheeler
Citation: Wheeler, Michael A. " Closing the Deal." Negotiation 9, no. 4 (April 2006): 2–5.
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Article
| Negotiation
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Want to Pull Ahead of the Competition?
Michael A. Wheeler
Keywords: Competition;
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Journal Article
| Negotiation
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Set Off A Chain Reaction
Michael A. Wheeler
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Article
| Negotiation
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Better or Best: Keeping Your Options Open
Michael A. Wheeler
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Article
| Negotiation
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Which Comes First? How to Handle Linked Negotiations
Michael Wheeler
Keywords: Negotiation;
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Article
| Negotiation
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True or False? Lie Detection at the Bargaining Table
Michael Wheeler
Keywords: Negotiation;
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Article
| Negotiation
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Too Much of A Good Thing? The Role of Choice in Negotiation"
Michael Wheeler
Keywords: Negotiation;
Decision Choices and Conditions;
Citation: Wheeler, Michael. Too Much of A Good Thing? The Role of Choice in Negotiation" ." Negotiation 7, no. 9 (September 2004).
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Article
| Negotiation
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Overcoming Stage Fright: How to Prepare for Negotiation
Michael Wheeler
Keywords: Negotiation;
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Article
| Negotiation
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Turn Chaos to Your Advantage
Michael Wheeler
Keywords: Opportunities;
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Article
| Negotiation Journal
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Anxious Moments: Openings in Negotiation
Michael A. Wheeler
Keywords: Negotiation;
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Article
| Negotiation
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Fair Enough? An Ethical Fitness Quiz for Negotiators
Michael Wheeler
Keywords: Ethics;
Negotiation;
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Article
| Negotiation
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How to Negotiate Successfully Online
Michael Wheeler
Keywords: Negotiation;
Online Technology;
Success;
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Article
| Negotiation Journal
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Rocks and Hard Places: Managing Two Tensions in Negotiation
Michael A. Wheeler and Dana Nelson
Keywords: Management;
Negotiation;
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Journal Article
| Negotiation
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Do You Know Where to Look for the Right Cues?
Michael Wheeler
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Article
| Journal of Applied Psychoanalytic Studies
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Crossing the Threshold: First Impressions in Psychoanalysis and Negotiation
Kimberlyn Leary and Michael A. Wheeler
Keywords: Health;
Negotiation;
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Article
| Negotiation Journal
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Getting to No
M. A. Wheeler
Citation: Wheeler, M. A. "Getting to No." Negotiation Journal 13, no. 3 (September 1997): 227–233.
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Article
| Harvard Negotiation Law Review
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Trading the Poor: Intermunicipal Affordable Housing Negotiation in New Jersey
M. A. Wheeler, J. Gilbert and P. Field
Keywords: New Jersey;
Citation: Wheeler, M. A., J. Gilbert, and P. Field. "Trading the Poor: Intermunicipal Affordable Housing Negotiation in New Jersey." Harvard Negotiation Law Review 2 (1997): 1–33.
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Article
| Negotiation Journal
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Computers and Negotiation: Backing into the Future
M. A. Wheeler
Keywords: Negotiation;
Hardware;
Citation: Wheeler, M. A. "Computers and Negotiation: Backing into the Future." Negotiation Journal 11, no. 2 (April 1995): 169–176.
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Article
| New York Times
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Sports Strikes: Let the Games Continue
James K. Sebenius and Michael A. Wheeler
Keywords: Labor;
Disruption;
Sports Industry;
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Journal Article
| Wall Street Journal
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Virtual Strike
James K. Sebenius and Michael A. Wheeler
Citation: Sebenius, James K., and Michael A. Wheeler. " Virtual Strike." Wall Street Journal (September 9, 1994), A16.
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Article
| Yale Journal of Regulation
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Negotiating NIMBYs: Learning from the Failure of the Massachusetts Siting Law
M. A. Wheeler
Keywords: Negotiation;
Learning;
Failure;
Law;
Massachusetts;
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Article
| Journal of Planning Education and Research
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Regional Consensus on Affordable Housing: Yes in My Backyard
M. A. Wheeler
Keywords: Local Range;
Public Opinion;
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Article
| Negotiation Journal
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Fighting the Wimp Image: Why Calls for Negotiation Often Fall on Deaf Ears
M. A. Wheeler
Keywords: Negotiation;
Perception;
Citation: Wheeler, M. A. "Fighting the Wimp Image: Why Calls for Negotiation Often Fall on Deaf Ears." Negotiation Journal 8, no. 1 (January 1992): 25–30.
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Article
| Villanova Environmental Law Journal
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Binding Parties to Agreements in Environmental Disputes
M. A. Wheeler and L. Bacow
Keywords: Natural Environment;
Agreements and Arrangements;
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Chapter
| Negotiating on Behalf of Others
| 1999
First, Let's Kill All the Agents!
M. A. Wheeler
Citation: Wheeler, M. A. "First, Let's Kill All the Agents!" In Negotiating on Behalf of Others, edited by Robert Mnookin, and Lawrence Susskind. Thousand Oaks: Sage Publications, 1999.
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Chapter
| Building Foundations: Housing and Federal Policy
| 1990
Resolving Local Regulatory Disputes and Building Consensus for Affordable Housing
M. A. Wheeler
Keywords: Housing;
Government and Politics;
Governing Rules, Regulations, and Reforms;
Local Range;
Conflict and Resolution;
Negotiation;
Construction Industry;
Citation: Wheeler, M. A. "Resolving Local Regulatory Disputes and Building Consensus for Affordable Housing." In Building Foundations: Housing and Federal Policy, edited by D. DiPasquale, and K. Lanley. Philadelphia: University of Pennsylvania Press, 1990.
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Case
| HBS Case Collection
|
2012
A Reconciliation in Northern Ireland
Michael Wheeler and Julianna Pillemer
Keywords: Northern Ireland;
Citation: Wheeler, Michael, and Julianna Pillemer. "A Reconciliation in Northern Ireland." Harvard Business School Case 912-033, March 2012.
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Other Teaching and Training Material
| 2012
Learning to Negotiate
Michael A. Wheeler
Keywords: Learning;
Negotiation;
Citation: Wheeler, Michael A. "Learning to Negotiate." 2012.
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Background Note
| HBS Case Collection
|
2011
Learning to Negotiate
Michael Wheeler
This brief note introduces to the student the challenges and rewards of learning to be a more skilled negotiator. Negotiation requires the integration of keen analytic insight with emotional intelligence capabilities.
Keywords: Negotiation;
Social Psychology;
Citation: Wheeler, Michael. " Learning to Negotiate." Harvard Business School Background Note 912-004, September 2011.
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Supplement
| HBS Case Collection
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2011
(Revised from original 2002 version)
Discount & Hawkins Openings: Highlights of the Transcript
Michael A. Wheeler
This case presents a transcript of a video that illustrates two possible ways that two professional negotiators might perform in a negotiation simulation. It ighlights two possible "openings" of the negotiation, displaying possible ways value might be created and/or claimed.
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Background Note
| HBS Case Collection
|
2010
(Revised from original 2010 version)
Moral Decision-Making: Reason, Emotion & Luck
Michael A. Wheeler and Julianna Pillemer
This extensive note synthesizes current psychological and neuroscientific research on how people make decisions with moral implications. Research summaries and scenarios illustrate critical issues.
Keywords: Decision Making;
Moral Sensibility;
Leadership;
Science;
Emotions;
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Other Teaching and Training Material
| 2010
Note: Moral Decision-Making: Reason, Emotion & Luck (revised) 9-910-029
Michael A. Wheeler
Keywords: Moral Sensibility;
Emotions;
Citation: Wheeler, Michael A. "Note: Moral Decision-Making: Reason, Emotion & Luck (revised) 9-910-029." 2010.
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Exercise
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2010
(Revised from original 2001 version)
Deal-crafting Toolkit
Michael A. Wheeler
Illustrates the potential sources of value creation as well as practical barriers to its achievement. Students analyze five brief scenarios that would yield efficient trades over valuation, discount rates, expectations, and risk tolerance, but that might be thwarted by strategic behavior, misaligned frames, interpersonal conflict, or poor process management. In-class discussion prompts deeper understanding of the tensions between creating and claiming value in negotiation.
Keywords: Negotiation Deal;
Negotiation Process;
Behavior;
Valuation;
Value Creation;
Citation: Wheeler, Michael A. " Deal-crafting Toolkit." Harvard Business School Exercise 801-201, September 2010. (Revised from original June 2001 version.)
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Other Teaching and Training Material
| 2010
Note: Maneuvering in War and Negotiation (revised) 9-902-157
Michael A. Wheeler
Keywords: War;
Negotiation Tactics;
Complexity;
Citation: Wheeler, Michael A. "Note: Maneuvering in War and Negotiation (revised) 9-902-157." 2010.
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Supplement
| HBS Case Collection
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2009
ADR Choices Video (Alternative Dispute Resolution Vignettes)
James K. Sebenius and Michael A. Wheeler
Keywords: Media;
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Background Note
| HBS Case Collection
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2009
(Revised from original 2003 version)
Nonverbal Communication in Negotiation
Michael A. Wheeler and Dana Nelson
This case distills the practical implications of current research on nonverbal communication. The first section sketches different kinds of nonverbal behavior: facial expressions, eye movements, physical gestures, paraverbal cues, posture, and "personal space." The next section looks more deeply at the interactive nature of nonverbal communication--specifically, how one person's behavior both influences and reflects what others do. The final section suggests how negotiators can make better use of nonverbal communication. Five themes run throughout the case: 1) we communicate far more information to other people than is conveyed by our words alone, 2) our nonverbal signals sometimes contradict the words we use, 3) much of this communication is less than fully conscious, 4) reading nonverbal communication is an art, not a science, and 5) nonverbal communication must be understood in the context of the broader set of interactions among all parties.
Keywords: Nonverbal Communication;
Negotiation Participants;
Situation or Environment;
Behavior;
Power and Influence;
Citation: Wheeler, Michael A., and Dana Nelson. " Nonverbal Communication in Negotiation." Harvard Business School Background Note 903-081, September 2009. (Revised from original February 2003 version.)
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Background Note
| HBS Case Collection
|
2009
(Revised from original 2005 version)
Negotiation Advice: A Synopsis
Michael A. Wheeler
Distills the negotiation advice of more than a dozen general books on negotiation. Compares and contrasts specific prescriptions and organizes the books into five loose categories: win-win or mutual gains negotiation, negotiation analysis, relational negotiation, negotiation in context, and the school of hard knocks. An appendix provides a more extensive bibliography.
Keywords: Negotiation;
Research;
Citation: Wheeler, Michael A. " Negotiation Advice: A Synopsis." Harvard Business School Background Note 905-059, June 2009. (Revised from original January 2005 version.)
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Background Note
| HBS Case Collection
|
2012
(Revised from original 2008 version)
ADR Choices
Michael Wheeler, James Sebenius and Marjorie Aaron
Six different business disputes, all in the shadow of pending litigation, are described. Students are asked to recommend the appropriate method of dispute resolution (mediation, arbitration, mini-trial, etc.) for each one, depending on the circumstances, especially to assess likely barriers to unassisted negotiation.
Keywords: Lawsuits and Litigation;
Managerial Roles;
Negotiation;
Agreements and Arrangements;
Conflict Management;
Citation: Wheeler, Michael, James Sebenius, and Marjorie Aaron. " ADR Choices." Harvard Business School Background Note 908-040, June 2012. (Revised from original March 2008 version.)
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Teaching Note
| HBS Case Collection
|
2008
(Revised from original 2000 version)
Riggs-Vericomp Negotiation (A) and (B) (TN)
Michael A. Wheeler
Teaching Note for (9-801-096) and (9-801-097).
Keywords: Negotiation;
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Exercise
|
2008
(Revised from original 2000 version)
Riggs-Vericomp Negotiation (A):Confidential Information for RIGGS ENGINEERING
Michael A. Wheeler
The seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis that would apply in any situation--specifically, potential sources of joint gains and the tension between creating and claiming value. While it may be possible to reach a deal on price alone, doing so is difficult. Students can expand the zone of possible agreement if they creatively trade on other issues, including the scope of services Riggs will provide, payment schedules, timing of the contract, and possible guarantees. Even as they jointly expand the pie, of course, they must be mindful of what slice will be theirs. All agreements can be expressed in present value terms, so it is easy to identify which pairs generated the most gain, and which individuals got the best deals for their particular companies. This is a two-party, multi-issue negotiation exercise. Students should read either the (A) or the (B), but not both, and then be paired up to negotiate. Results are reported using the simple form that is the (C) case.
Keywords: Agreements and Arrangements;
Negotiation Participants;
Negotiation Tactics;
Value Creation;
Computer Industry;
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Exercise
|
2008
(Revised from original 2000 version)
Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP
Michael A. Wheeler
The seller (Riggs Engineering) manufactures and services recycling equipment for the computer industry. The buyer (Vericomp) uses solvents in manufacturing chips. Though set in a high-tech industry, this exercise illustrates fundamental aspects of negotiation analysis that would apply in any situation--specifically, potential sources of joint gains and the tension between creating and claiming value. While it may be possible to reach a deal on price alone, doing so is difficult. Students can expand the zone of possible agreement if they creatively trade on other issues, including the scope of services Riggs will provide, payment schedules, timing of the contract, and possible guarantees. Even as they jointly expand the pie, of course, they must be mindful of what slice will be theirs. All agreements can be expressed in present value terms, so it is easy to identify which pairs generated the most gain, and which individuals got the best deals for their particular companies. This is a two-party, multi-issue negotiation exercise. Students should read either the (A) or the (B), but not both, and then be paired up to negotiate. Results are reported using the simple form that is the (C) case.
Keywords: Agreements and Arrangements;
Negotiation Participants;
Negotiation Tactics;
Value Creation;
Computer Industry;
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Background Note
| HBS Case Collection
|
2007
(Revised from original 2007 version)
Negotiation Strategy: Pattern Recognition Game
Gregory M. Barron and Michael A. Wheeler
In negotiation, correctly identifying your counterpart's strategy is vital. Only then can you constructively influence their behavior-or adapt appropriately to what they are doing. This case-and its related computer-based exercise (Negotiation Strategy Simulation)-illuminate how through a thoughtful process of probing and testing, a negotiator may determine whether the other party tends to be cooperative or competitive. The material also demonstrates how the benefit of such learning must be weighed against the possible costs of being provocative.
Keywords: Negotiation;
Behavior;
Conflict and Resolution;
Power and Influence;
Strategy;
Competition;
Cooperation;
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Case
| HBS Case Collection
|
2007
Nonverbal Communication: Distinguishing Truth and Lies
Michael A. Wheeler
This video-based coursework illuminates the importance--and difficulty--of judging whether people are trustworthy. Students can test their skills at assessing whether contestants in a high-stakes game show will cooperate or defect.
Keywords: Nonverbal Communication;
Competency and Skills;
Moral Sensibility;
Emotions;
Trust;
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Teaching Note
| HBS Case Collection
|
2007
Nonverbal Communication: Distinguishing Truth and Lies (TN)
Michael A. Wheeler
Keywords: Trust;
Interpersonal Communication;
Nonverbal Communication;
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Background Note
| HBS Case Collection
|
2007
(Revised from original 2002 version)
A Note on Maneuvering in War and Negotiation
Michael A. Wheeler and Gillian Morris
Military metaphors are commonplace in business writing about strategy, but they are rarely used in the negotiation literature. This case takes the Marine Corps philosophy of warfighting and compares it with the tactics and techniques of effective negotiators. Some of the characteristics of war--such as friction, imperfect information and communication, fluidity, and disorder--are also parts of negotiations. Likewise, some of the techniques military strategists use, like exploiting gaps in the enemy's lines and using boldness and speed to surprise the enemy, can also work for negotiators. Most critically, however, this case applies the notion of complexity to both warfare and negotiation and introduces students to the ideas of continual adaptation and dynamic responses to changing environments.
Keywords: Negotiation Tactics;
Situation or Environment;
Conflict and Resolution;
War;
Adaptation;
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Teaching Note
| HBS Case Collection
|
2007
Negotiation Strategy Simulation (TN)
Michael A. Wheeler and Gregory M. Barron
This tool can be used with the Negotiation Strategy Simulation. To access the tool please use this URL: http://hbsp.harvard.edu/multimedia/neg_strat/index.html.
Keywords: Negotiation;
Strategy;
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Simulation
|
2007
Negotiation Strategy Simulation
Michael A. Wheeler and Gregory M. Barron
Keywords: Negotiation;
Strategy;
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Teaching Note
| HBS Case Collection
|
2005
(Revised from original 2002 version)
Lonestar, TN
Michael A. Wheeler and Georgia Levenson
Teaching Note for (9-902-006).
Citation: Wheeler, Michael A., and Georgia Levenson. " Lonestar, TN." Harvard Business School Teaching Note 902-040, October 2005. (Revised from original June 2002 version.)
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Case
| HBS Case Collection
|
2005
(Revised from original 2001 version)
Guinness PLC: Managing Negotiations
Michael A. Wheeler
Describes an initiative by Guinness, LLP to revise the process by which it centrally authorizes, supports, and reviews negotiations that are undertaken worldwide on its behalf. Senior managers wished to give regional officers enough discretion to respond to local conditions while still maintaining centralized control and coordination. Includes detailed descriptions of two such negotiations, one involving the dissolution of a partnership, the other a possible acquisition.
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Case
| HBS Case Collection
|
2005
(Revised from original 2001 version)
Lonestar
Michael A. Wheeler and Georgia Levenson
Explores the legal and ethical responsibilities of a manager who believes that he has heard of a serious instance of sexual harassment, but who has been implored by the victim not to report it. Discussion can focus on the immediate problem or be expanded to a broader analysis of the difficult choices involved in crafting organizational policies governing conduct, as well as effective procedures for reviewing apparent infractions.
Citation: Wheeler, Michael A., and Georgia Levenson. " Lonestar." Harvard Business School Case 902-006, April 2005. (Revised from original November 2001 version.)
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Case
| HBS Case Collection
|
2005
(Revised from original 2005 version)
Ray Rogers and the Corporate Campaign (A)
James K. Sebenius and Michael A. Wheeler
Sets the stage for analyzing the strategy of labor organizer Ray Rogers in bringing J.P. Stevens to the bargaining table when conventional union tactics failed. Though set in the specific context of labor-management relations, it illustrates much more fundamental aspects of negotiation analysis, strategy, and tactics. A rewritten version of an earlier case.
Keywords: Strategy;
Negotiation Preparation;
Negotiation Tactics;
Labor Unions;
Labor and Management Relations;
Manufacturing Industry;
United States;
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Case
| HBS Case Collection
|
2005
(Revised from original 1995 version)
Luna Pen (A)
Kathleen L. McGinn and Michael A. Wheeler
Discusses the negotiation of a possible trademark infringement involving a German conglomerate and a Taiwanese trading firm.
Keywords: Decision Choices and Conditions;
Gender Characteristics;
Trademarks;
Law;
Negotiation Tactics;
Power and Influence;
Culture;
Strategy;
Taiwan;
Germany;
Citation: McGinn, Kathleen L., and Michael A. Wheeler. " Luna Pen (A)." Harvard Business School Case 396-156, February 2005. (Revised from original November 1995 version.)
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Case
| HBS Case Collection
|
2005
Ray Rogers and the Corporate Campaign (B)
James K. Sebenius and Michael A. Wheeler
Supplements the (A) case. A rewritten version of an earlier case.
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Exercise
|
2004
(Revised from original 2004 version)
Negotiation Choices
Michael A. Wheeler
Negotiation often presents us with choices about how best to achieve our goals.
Keywords: Negotiation;
Citation: Wheeler, Michael A. " Negotiation Choices." Harvard Business School Exercise 905-045, November 2004. (Revised from original October 2004 version.)
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Supplement
| HBS Case Collection
|
2004
(Revised from original 2004 version)
NESWC (C)
Michael A. Wheeler and Dana Nelson
Supplements the (A) case.
Keywords: Health Industry;
Citation: Wheeler, Michael A., and Dana Nelson. " NESWC (C)." Harvard Business School Supplement 904-061, September 2004. (Revised from original January 2004 version.)
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Background Note
| HBS Case Collection
|
2004
(Revised from original 2004 version)
Confidentiality in Settlement Negotiations: Ethics & Law
Michael A. Wheeler, Dana Nelson and Gillian Morris
Legal policy has a long history of protecting confidentiality of negotiations that are designed to produce settlement. However, within the past several decades there has been a significant push toward openness. Compelling arguments support confidentiality: It helps promote candid discussion when sensitive material is involved and may make settlements possible. On the other hand, ethical concern where public health and safety are involved has prompted some states to pass laws requiring the disclosure of settlement agreements or to revise their procedures governing confidentiality of discovery, protective orders, and sealing of litigation records. This case summarizes the legal and ethical debate. It identifies the major issues surrounding confidentiality in settlement negotiations and illustrates them with several examples.
Keywords: Ethics;
Lawsuits and Litigation;
Attorney and Client Relationships;
Policy;
Corporate Disclosure;
Negotiation;
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Supplement
| HBS Case Collection
|
2004
(Revised from original 2001 version)
NESWC (B)
Michael A. Wheeler
Supplements the (A) case.
Keywords: Energy Industry;
Massachusetts;
Citation: Wheeler, Michael A. " NESWC (B)." Harvard Business School Supplement 801-068, January 2004. (Revised from original June 2001 version.)
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Teaching Note
| HBS Case Collection
|
2003
Negotiation Self-Assessment (TN)
Michael A. Wheeler
Teaching Note to (9-902-218).
Keywords: Negotiation Style;
Performance Evaluation;
Personal Characteristics;
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Case
| 2003
Negotiating for Results
James K. Sebenius, Michael A. Wheeler, Danny Ertel, Deborah M. Kolb, Judith Williams, Ron Fortgang and David Lax
Keywords: Negotiation;
Success;
Citation: "Negotiating for Results." Boston, MA: Harvard Business School Publishing Case, 2003. Electronic.
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Background Note
| HBS Case Collection
|
2002
Presence of Mind
Michael A. Wheeler
This case is reflection on the importance of acquiring presence of mind in negotiations. Using a variety of metaphors, the case explores different ways for negotiators to achieve this selfawareness. Athletes experience the phenomenon of "being in the zone," artists and writers speak of being "in flow," and practitioners of mediation strive for "mindfulness." These different experiences all provide insight for negotiators as they face complex interpersonal and contextual discussions. This case resents a vivid example of a firefighter facing an extreme situation--and using an enviable presence of mind to see it through.
Keywords: Management Skills;
Negotiation Tactics;
Negotiation Style;
Interpersonal Communication;
Decision Making;
Citation: Wheeler, Michael A. " Presence of Mind." Harvard Business School Background Note 903-009, September 2002.
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Supplement
| HBS Case Collection
|
2002
Discount & Hawkins Critical Moments: Audio Highlights
Michael A. Wheeler
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Case
| HBS Case Collection
|
2002
(Revised from original 2001 version)
Discount and Hawkins Critical Moments: Full Transcript
Michael A. Wheeler and Gillian Morris
This case presents a transcript of two professional negotiators of the Discount and Hawkins real estate negotiations. It highlights the challenges of creating value for both sides in the deal and provides a glimpse of how one set of professionals structured an agreement.
Keywords: Agreements and Arrangements;
Value Creation;
Problems and Challenges;
Negotiation Participants;
Real Estate Industry;
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Teaching Note
| HBS Case Collection
|
2002
Discount & Hawkins Critical Moments: Full Transcript, TN
Michael A. Wheeler and Gillian Morris
Teaching Note for (9-902-124).
Keywords: Real Estate Industry;
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Teaching Note
| HBS Case Collection
|
2002
(Revised from original 2001 version)
Discount and Hawkins Exercise TN
Michael A. Wheeler
Teaching Note for (9-898-130) and (9-898-131).
Keywords: Negotiation Deal;
Contracts;
Negotiation Process;
Citation: Wheeler, Michael A. " Discount and Hawkins Exercise TN." Harvard Business School Teaching Note 801-056, July 2002. (Revised from original June 2001 version.)
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Exercise
|
2002
(Revised from original 1997 version)
Discount and Hawkins Exercise: Confidential Instructions for Landlord
Michael A. Wheeler
This simulation involves a negotiation between a real estate developer and a prospective anchor tenant in a proposed shopping center. Students are assigned roles, given confidential information, and asked to try to break the impasse over the "use, assignment, and subletting" clause. Debriefing the results in class should illustrate the possibility of generating joint gains through interest-based negotiation--and the obstacles to such a process. Technical knowledge of real estate issues is not assumed.
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Exercise
|
2002
(Revised from original 1997 version)
Discount and Hawkins Exercise: Confidential Instructions for Tenant
Michael A. Wheeler
This simulation involves a negotiation between a real estate developer and a prospective anchor tenant in a proposed shopping center. Students are assigned roles, given confidential information, and asked to try to break the impasse over the "use, assignment, and subletting" clause. Debriefing the results in class should illustrate the possibility of generating joint gains through interest-based negotiation--and the obstacles to such a process. Technical knowledge of real estate issues is not assumed.
Keywords: Negotiation;
Leasing;
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Supplement
| HBS Case Collection
|
2002
Discount & Hawkins Openings: Video Highlights
Michael A. Wheeler
This case shows the interactions between two quite different pairs of negotiators, both engaged in working through the final leasing clause between a mall developer and its anchor tenant. It highlights the importance of openings to frame and shape the entire course of the negotiation.
Keywords: Interpersonal Communication;
Negotiation;
Leasing;
Renting or Rental;
Competition;
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Supplement
| HBS Case Collection
|
2002
Discount & Hawkins Critical Moments: Full Video
Michael A. Wheeler
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Teaching Note
| HBS Case Collection
|
2002
(Revised from original 2001 version)
Salt Harbor TN
Michael A. Wheeler
Teaching Note for (9-800-077) and (9-800-078).
Keywords: Education;
Negotiation;
Citation: Wheeler, Michael A. " Salt Harbor TN." Harvard Business School Teaching Note 801-058, June 2002. (Revised from original June 2001 version.)
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Exercise
|
2002
(Revised from original 1999 version)
Salt Harbor: Confidential Information for Easterly
Michael A. Wheeler
Two-party negotiation involving a bed and breakfast and an incoming coffee chain.
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Exercise
|
2002
(Revised from original 1999 version)
Salt Harbor: Confidential Information for Brims
Michael A. Wheeler
Two-party negotiation involving a bed and breakfast and an incoming coffee chain.
Keywords: Negotiation;
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Background Note
| HBS Case Collection
|
2002
Note on the Value of Life
Michael A. Wheeler and Carlos Gonzalez
This case summarizes how American courts measure damages in wrongful death suits. Various standards are compared, as are their implications for business management.
Keywords: Judgments;
Courts and Trials;
Business or Company Management;
Standards;
Negotiation;
United States;
Citation: Wheeler, Michael A., and Carlos Gonzalez. " Note on the Value of Life." Harvard Business School Background Note 902-152, June 2002.
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Teaching Note
| HBS Case Collection
|
2002
Discount & Hawkins Openings, TN
Michael A. Wheeler
Teaching Note for (9-902-225).
Keywords: Negotiation;
Organizations;
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Background Note
| HBS Case Collection
|
2002
Complexity Theory and Negotiation
Michael A. Wheeler and Gillian Morris
This case highlights an application of current thoughts in complexity science to negotiation theory. It emphasizes a provocative approach that questions much of traditional negotiation research thus far. The case explains the roots of complexity science and some broad ideas and definitions, such as linearity versus nonlinearity, feedback loops, and chaos. It turns to a subset of complexity science--the study of complex adaptive systems. These systems have interactive feedback loops and critical junctures that affect the future course of the system. Also, they are highly adaptive and creative. Negotiations are complex, adaptive systems and should be studied at the micro, interactional scale. Five key lessons are drawn: 1) seemingly simple negotiations can take surprisingly different paths; 2) situations that appear complex may be driven by only a few key factors; 3) large patterns are often reflected in small ones; 4) complex adaptive systems, like negotiation, are not utterly random, yet neither do they have a fixed equilibrium; and 5) creativity is spawned at the chaotic edge.
Keywords: Complexity;
Negotiation Tactics;
Outcome or Result;
Interpersonal Communication;
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Background Note
| HBS Case Collection
|
2002
(Revised from original 2000 version)
Negotiation Analysis: An Introduction
Michael A. Wheeler
Provides an overview of the seven elements of negotiation analysis. These elements include BATNAs (nonagreement walk-aways), parties, interests, value-creation, barriers to agreements, power, and ethics. Illustrations are drawn from a range of contexts (from buying a car and the sale of a business to dispute resolution and international diplomacy).
Keywords: Framework;
Negotiation Tactics;
Negotiation Preparation;
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Exercise
|
2002
(Revised from original 2002 version)
Negotiation Self-Assessment
Michael A. Wheeler
This exercise helps students evaluate their negotiating style on traditional measures of creating versus claiming, and empathy and assertiveness. In just a few minutes, they can see where their natural style lies on a matrix.
Keywords: Negotiation;
Attitudes;
Citation: Wheeler, Michael A. " Negotiation Self-Assessment." Harvard Business School Exercise 902-218, June 2002. (Revised from original May 2002 version.)
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Supplement
| HBS Case Collection
|
2002
Discount and Hawkins Critical Moments: Video Highlights
Michael A. Wheeler
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Teaching Note
| HBS Case Collection
|
2002
(Revised from original 2001 version)
Luna Pen (A), (B), (C), and (D) (TN)
Kathleen McGinn and Michael A. Wheeler
Teaching Note for (9-396-156), (9-396-157), (9-898-233), and (9-396-395).
Keywords: Taiwan;
Germany;
Citation: McGinn, Kathleen, and Michael A. Wheeler. " Luna Pen (A), (B), (C), and (D) (TN)." Harvard Business School Teaching Note 801-057, May 2002. (Revised from original June 2001 version.)
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Supplement
| HBS Case Collection
|
2002
(Revised from original 1995 version)
Luna Pen (B)
Kathleen L. McGinn and Michael A. Wheeler
Presents a series of multiple choice options to be distributed and discussed in class.
Keywords: Performance Evaluation;
Negotiation Tactics;
Decisions;
Strategy;
Gender Characteristics;
Culture;
Power and Influence;
Germany;
Taiwan;
Citation: McGinn, Kathleen L., and Michael A. Wheeler. " Luna Pen (B)." Harvard Business School Supplement 396-157, May 2002. (Revised from original November 1995 version.)
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Teaching Note
| HBS Case Collection
|
2002
Windham Negotiation (A-1,A-2,B-1,B-2,C&D),TN
Michael A. Wheeler
Teaching Note for (9-800-086), (9-800-087), (9-800-088), (9-800-089), (9-800-090), and (9-800-091).
Keywords: Negotiation;
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Supplement
| HBS Case Collection
|
2002
Ginzel et al v. Kolcraft Enterprises et al (B)
Michael A. Wheeler
Supplements the (A) case.
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Case
| HBS Case Collection
|
2002
Ginzel et al v. Kolcraft Enterprises et al (C)
Michael A. Wheeler
Supplements the (A) case.
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Case
| HBS Case Collection
|
2002
(Revised from original 1998 version)
Tobacco Negotiations
Michael A. Wheeler and Georgia Levenson
Chronicles the negotiation of the proposed national settlement between the states and the five major U.S. tobacco companies.
Keywords: Negotiation Types;
Negotiation Process;
Business and Government Relations;
Consumer Products Industry;
United States;
Citation: Wheeler, Michael A., and Georgia Levenson. " Tobacco Negotiations." Harvard Business School Case 899-049, April 2002. (Revised from original July 1998 version.)
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Case
| HBS Case Collection
|
2002
(Revised from original 2001 version)
Ginzel et al v. Kolcraft Enterprises et al (A)
Michael A. Wheeler
Examines the wrongful death lawsuit brought by the family of an infant who died after a portable crib collapsed. The manufacturer, Kolcraft, licensed the Playskool brand name from the co-defendant, Hasbro Industries. Raises difficult questions about what the two companies should do now, after a series of tragic deaths--and after apparently complying with regulatory requirements governing product recall. Also raises provocative questions about the appropriateness of settlements in wrongful-death suits, corporate responsibility to ensure product safety, and pressures of national media attention on corporate actions. Though the circumstances here are particularly heart-breaking, managers often have to deal with lawsuits that are value-laden and have high emotional content, such as employment discrimination or sexual harassment claims, for example, or environmental and regulatory disputes. The kinds of decisions and tensions that a manager faces in such instances surely have much in common with the issues raised.
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Background Note
| HBS Case Collection
|
2002
States vs. Microsoft, The
Michael A. Wheeler and Gillian Morris
Although the federal Justice Department managed to settle its massive antitrust litigation against Microsoft in 2001, the state suit against the company continued. State attorney generals, perhaps emboldened by their recent victory over the Big Five tobacco companies, held out for stricter measures against Microsoft's alleged anticompetitive practices. The dynamics of this multiparty, multi-issue mediation illustrate the complexities of reaching viable settlements in public-private negotiations.
Keywords: Service Operations;
Public Ownership;
Private Ownership;
Negotiation Deal;
Goals and Objectives;
Lawsuits and Litigation;
Decision Making;
Information Industry;
Legal Services Industry;
Citation: Wheeler, Michael A., and Gillian Morris. " States vs. Microsoft, The." Harvard Business School Background Note 902-177, February 2002.
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Background Note
| HBS Case Collection
|
2002
Mediating in the Wake of Disaster: The MIT Settlement
Michael A. Wheeler and Gillian Morris
In 1997, MIT freshman Scott Kruger died from alcohol poisoning after a ritual fraternity ceremony. His death sparked national controversy over the responsibility of universities for their students. For his parents, though, the pain was personal and almost solely directed at the leadership of MIT. In such an emotionally charged situation, it is remarkable that the lawyers on both sides came to a settlement.
Keywords: Higher Education;
Negotiation Deal;
Moral Sensibility;
Leadership;
Situation or Environment;
Framework;
Legal Services Industry;
Education Industry;
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Other Teaching and Training Material
| 2002
Mediating in the Wake of Disaster
Michael A. Wheeler and Gillian Morris
Keywords: Crisis Management;
Citation: Wheeler, Michael A., and Gillian Morris. "Mediating in the Wake of Disaster." Boston, MA: Harvard Business School Publishing, 2002.
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Other Teaching and Training Material
| 2002
The States vs. Microsoft
Michael A. Wheeler and Gillian Morris
Keywords: Lawsuits and Litigation;
Business and Government Relations;
Citation: Wheeler, Michael A., and Gillian Morris. "The States vs. Microsoft." Boston, MA: Harvard Business School Publishing, 2002.
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Background Note
| HBS Case Collection
|
2001
A Note on Critical Moments in Negotiation
Michael A. Wheeler and Gillian Morris
This case provides an introduction to the wide field of literature that addresses the presence of critical moments--moments that fundamentally can change the negotiation. Critical moments have been examined by a range of theorists and scientists, from mathematicians to linguists to evolutionary biologists. As such, there are several lenses through which to interpret them. Some scholars see them as tipping points; others see critical moments as the points of transition between phases or stages. The case examines these models and ways these models can help negotiators recognize critical moments as they occur. If negotiators can increase their ability to perceive critical junctures, their opportunities to shape the course of the negotiation and achieve desirable outcomes is greatly improved.
Keywords: Negotiation Tactics;
Decision Choices and Conditions;
Change;
Negotiation Process;
Body of Literature;
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Case
| HBS Case Collection
|
2001
Cybersettle
Michael A. Wheeler and Gillian Morris
Cybersettle's management faced a dilemma: How could they turn their company, which provided confidential online settlement services for insurance claims, into a profitable enterprise? Having started during the heady days of Internet "dot-com fever," the company now had to reevaluate its business plan and its strategy for penetrating the tightly held insurance industry. Cybersettle offered a three-round, blind-bidding system that matched plaintiff demands with offers from insurance companies. If the bids came near each other in any particular round, then the system split the difference between the bids and declared settlement. Such a service could save dollars for the insurance carriers and time for plaintiffs and their attorneys. Yet, deciding how to market this product was proving to be a challenge. Although many dispute resolution firms have attempted to reap the benefits of the Internet, few have succeeded.
Keywords: Restructuring;
Bids and Bidding;
Negotiation Process;
Conflict and Resolution;
Business Strategy;
Commercialization;
Internet;
Insurance Industry;
Citation: Wheeler, Michael A., and Gillian Morris. " Cybersettle." Harvard Business School Case 902-158, December 2001.
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Background Note
| HBS Case Collection
|
2001
Sexual Harassment Law and Policy
Michael A. Wheeler, Georgia Levenson and Arturo Corso
Outlines the recent development of legal principles regarding sexual harassment, including procedures in the United States and state courts, what circumstances constitute harassment, the resolution of these conflicts and the resulting consequences for the individuals involved and the organizations in which those individuals work.
Keywords: Crime and Corruption;
Policy;
Working Conditions;
Code Law;
Outcome or Result;
Conflict and Resolution;
United States;
Citation: Wheeler, Michael A., Georgia Levenson, and Arturo Corso. " Sexual Harassment Law and Policy." Harvard Business School Background Note 902-007, November 2001.
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Case
| HBS Case Collection
|
2001
Lakeside
Michael A. Wheeler
This case presents an ethical choice: How should a prospective buyer respond when a homeowner quotes a price that the buyer knows is significantly below market value? The case describes a private transaction in which the prospective seller is fully competent mentally but is apparently uninformed about current market prices. The buyer could agree to the asking price (or even counter with a lower figure) without taking any financial risk, because he or she could obtain appropriate guarantees of good title, absence of environmental problems, and so forth.
Keywords: Ethics;
Price;
Negotiation Process;
Property;
Risk and Uncertainty;
Real Estate Industry;
Citation: Wheeler, Michael A. " Lakeside." Harvard Business School Case 902-104, November 2001.
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Teaching Note
| HBS Case Collection
|
2001
Ginzel et al v. Kolcraft Enterprises et al TN
Michael A. Wheeler
Teaching Note for (9-801-059).
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Case
| HBS Case Collection
|
2001
NESWC (A)
Michael A. Wheeler
Documents attempts to restructure a public-private partnership between the operator of a $200 million trash-to-energy cogeneration plant and a consortium of two dozen Massachusetts municipalities. Describes the process that led to a one-sided agreement, as well as the legal developments that opened up the possibility of a revision.
Keywords: Private Sector;
Public Sector;
Energy Generation;
Corporate Governance;
Governing Rules, Regulations, and Reforms;
Negotiation Deal;
Negotiation Process;
Partners and Partnerships;
Wastes and Waste Processing;
Energy Industry;
Massachusetts;
Citation: Wheeler, Michael A. " NESWC (A)." Harvard Business School Case 801-067, June 2001.
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Case
| HBS Case Collection
|
2001
GE's Early Dispute Resolution Initiative (A)
Michael A. Wheeler and Gillian Morris
GE's chief litigation counsel sought to rationalize litigation flow by viewing it as a manufacturing process. By applying the principles of Six Sigma, P.D. Villareal created an Early Dispute Resolution (EDR) system that enabled both lawyers and managers to work together to address potential disputes early and efficiently. Though the savings in time and energy were tremendous and obvious, evaluating the financial savings proved trickier. Also on the horizon was the challenge of spreading the program throughout the enormous GE global organization.
Keywords: Corporate Governance;
Governing Rules, Regulations, and Reforms;
Lawsuits and Litigation;
Six Sigma;
Organizational Change and Adaptation;
Problems and Challenges;
Conflict and Resolution;
Energy Industry;
Technology Industry;
United States;
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Supplement
| HBS Case Collection
|
2001
GE's Early Dispute Resolution Initiative (B)
Michael A. Wheeler and Gillian Morris
Early Dispute Resolution (EDR) has proved successful at GE. Yet, when Michael McIlwrath, new counsel at an Italian subsidiary, attempted to translate it to his company, problems arose. He had to gain internal acceptance, and explain the concept of early mediation to a European culture not accustomed to the practice. This case examines the successes and challenges of translating an American dispute resolution program to an overseas context and explores four studies of litigation cases facing McIlwrath.
Keywords: Business Subsidiaries;
Globalization;
Lawsuits and Litigation;
Organizational Culture;
Performance Effectiveness;
Problems and Challenges;
Conflict of Interests;
Complexity;
Italy;
New York (state, US);
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Case
| HBS Case Collection
|
2001
(Revised from original 1997 version)
Disney (C): The Mouse in Times Square
Michael A. Wheeler, Thomas Dretler and Georgia Levenson
Disney's first foray into an urban environment, is the restoration and development of the landmark New Amsterdam Theater in New York's Times Square. Disney must negotiate with the city, state, and various nonprofit organizations focused on the redevelopment of Times Square.
Citation: Wheeler, Michael A., Thomas Dretler, and Georgia Levenson. " Disney (C): The Mouse in Times Square." Harvard Business School Case 898-020, June 2001. (Revised from original October 1997 version.)
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Exercise
|
2000
Atlantis-Biovent Negotiation: Confidential Instructions for Atlantis
Michael A. Wheeler
This two-party exercise illustrates bidding strategy in the context of settling a large insurance claim. Specifically, the claimant (Biovent) and the insurer (Atlantis) are asked to submit confidential offers to a dispute resolution Web site that will determine whether there is room for agreement. This exercise is thus a vehicle for: 1) examining what sorts of bidding rules are likely to promote settlement and 2) exploring more broadly the emerging market for Internet-based dispute resolution services.
Keywords: Insurance;
Bids and Bidding;
Market Platforms;
Negotiation Process;
Conflict and Resolution;
Strategy;
Internet;
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Exercise
|
2000
Atlantis-Biovent Negotiation: Confidential Instructions for Biovent
Michael A. Wheeler
This two-party exercise illustrates bidding strategy in the context of settling a large insurance claim. Specifically, the claimant (Biovent) and the insurer (Atlantis) are asked to submit confidential offers to a dispute resolution website that will determine whether there is room for agreement. This exercise is thus a vehicle for: 1) examining what sorts of bidding rules are likely to promote settlement and 2) exploring more broadly the emerging market for Internet-based dispute resolution services.
Keywords: Insurance;
Bids and Bidding;
Emerging Markets;
Agreements and Arrangements;
Conflict of Interests;
Strategy;
Web Sites;
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Case
| HBS Case Collection
|
2000
(Revised from original 1997 version)
Lynton V. Harris & Madison "Scare" Garden (A)
Michael A. Wheeler and Guhan Subramanian
A young entrepreneur, Lynton V. Harris, who successfully staged family-oriented shows in his native Australia and who had several entertainment ventures in the United States, is on the verge of signing an agreement with Madison Square Garden to jointly produce a new Halloween event. Both sides seem committed to the deal; but with the holiday looming, some key issues involving the sharing of profit (and risk) are still to be negotiated, not only between the principals but with key vendors. The continuing negotiations are the focal point of the deal, but the case includes rich descriptions of Harris's prior ventures, specifically how they enhanced his credibility at the bargaining table.
Keywords: Negotiation;
Entertainment and Recreation Industry;
New York (city, NY);
Citation: Wheeler, Michael A., and Guhan Subramanian. Lynton V. Harris & Madison " Scare" Garden (A). Harvard Business School Case 897-143, October 2000. (Revised from original January 1997 version.)
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Case
| HBS Case Collection
|
2000
(Revised from original 1997 version)
Disney (A): From Disneyland to Disney World—Learning the Art of Land Assembly
Michael A. Wheeler and Georgia Levenson
Walt Disney is contemplating sites for a new theme park, building on the success of Disneyland in Anaheim. The focus is on Disney's strategy for land negotiation and acquisition, which is informed by his experience with the Anaheim park.
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Case
| HBS Case Collection
|
2000
(Revised from original 1997 version)
Disney (B): The Third Battle of Bull Run
Michael A. Wheeler and Georgia Levenson
The saga of Disney's efforts to build a theme park in Manassas, Va. in the early 1990s is told. Disney's strategy against the various opponents of the project is presented.
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Case
| HBS Case Collection
|
2000
(Revised from original 1997 version)
Disney (D): The Mouse in Times Square
Michael A. Wheeler, Thomas Dretler and Georgia Levenson
Supplements the (C) case.
Keywords: New York (city, NY);
Citation: Wheeler, Michael A., Thomas Dretler, and Georgia Levenson. " Disney (D): The Mouse in Times Square." Harvard Business School Case 898-021, September 2000. (Revised from original October 1997 version.)
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Teaching Note
| HBS Case Collection
|
2000
(Revised from original 1997 version)
Disney (A), (B), (C) and (D) TN
Michael A. Wheeler and Georgia Levenson
Teaching Note for (9-898-018), (9-898-019), (9-898-020), and (9-898-021).
Keywords: California;
Citation: Wheeler, Michael A., and Georgia Levenson. " Disney (A), (B), (C) and (D) TN." Harvard Business School Teaching Note 898-022, September 2000. (Revised from original October 1997 version.)
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Case
| HBS Case Collection
|
2000
(Revised from original 1997 version)
3M: Negotiating Air Pollution Credits (B)
Michael A. Wheeler and Thomas Dretler
Supplements the (A) case.
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Case
| HBS Case Collection
|
2000
(Revised from original 1997 version)
Lynton V. Harris & Madison "Scare" Garden (B)
Michael A. Wheeler and Guhan Subramanian
Supplements the (A) case.
Keywords: Entertainment and Recreation Industry;
Australia;
New York (city, NY);
Citation: Wheeler, Michael A., and Guhan Subramanian. Lynton V. Harris & Madison " Scare" Garden (B). Harvard Business School Case 897-144, September 2000. (Revised from original January 1997 version.)
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Teaching Note
| HBS Case Collection
|
2000
(Revised from original 1997 version)
Lynton V. Harris & Madison "Scare" Garden (A), (B) TN
Michael A. Wheeler and Georgia Levenson
Teaching Note for (9-897-143) and (9-897-144).
Keywords: Negotiation;
Contracts;
Profit Sharing;
Risk and Uncertainty;
Negotiation Participants;
Entertainment and Recreation Industry;
Australia;
New York (city, NY);
Citation: Wheeler, Michael A., and Georgia Levenson. Lynton V. Harris & Madison " Scare" Garden (A), (B) TN. Harvard Business School Teaching Note 897-197, September 2000. (Revised from original June 1997 version.)
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Case
| HBS Case Collection
|
2000
(Revised from original 1996 version)
Luna Pen (D)
Kathleen L. McGinn and Michael A. Wheeler
Supplements the (A) and (B) cases.
Keywords: Taiwan;
Germany;
Citation: McGinn, Kathleen L., and Michael A. Wheeler. " Luna Pen (D)." Harvard Business School Case 396-395, August 2000. (Revised from original June 1996 version.)
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Case
| HBS Case Collection
|
2000
(Revised from original 1998 version)
Kidnapping Negotiation (B)
Michael A. Wheeler
Supplements the (A) case.
Citation: Wheeler, Michael A. " Kidnapping Negotiation (B)." Harvard Business School Case 899-027, August 2000. (Revised from original August 1998 version.)
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Case
| HBS Case Collection
|
2000
(Revised from original 1998 version)
Kidnapping Negotiation (C)
Michael A. Wheeler
Supplements the (A) case.
Citation: Wheeler, Michael A. " Kidnapping Negotiation (C)." Harvard Business School Case 899-028, August 2000. (Revised from original August 1998 version.)
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Case
| HBS Case Collection
|
2000
(Revised from original 1998 version)
Kidnapping Negotiation (A)
Michael A. Wheeler
In this disguised case, a businessman (non-U.S.) must negotiate with kidnappers for the release of a family member.
Keywords: Negotiation;
Crime and Corruption;
Family and Family Relationships;
Citation: Wheeler, Michael A. " Kidnapping Negotiation (A)." Harvard Business School Case 899-026, August 2000. (Revised from original August 1998 version.)
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Case
| HBS Case Collection
|
2000
(Revised from original 1998 version)
Kidnapping Negotiation (D)
Michael A. Wheeler
Supplements the (A) case.
Citation: Wheeler, Michael A. " Kidnapping Negotiation (D)." Harvard Business School Case 899-029, August 2000. (Revised from original August 1998 version.)
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Supplement
| HBS Case Collection
|
2000
(Revised from original 1998 version)
Luna Pen (C)
Kathleen L. McGinn and Michael A. Wheeler
Supplements the (A) and (B) cases.
Keywords: Taiwan;
Germany;
Citation: McGinn, Kathleen L., and Michael A. Wheeler. " Luna Pen (C)." Harvard Business School Supplement 898-233, May 2000. (Revised from original June 1998 version.)
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Case
| HBS Case Collection
|
2000
(Revised from original 1994 version)
Final Offer: Part II
Michael A. Wheeler and Jan Martinez
Supplements Background Note: GM-UAW Negotiations--1984.
Keywords: Agreements and Arrangements;
Labor Unions;
Labor;
Auto Industry;
United States;
Citation: Wheeler, Michael A., and Jan Martinez. " Final Offer: Part II." Harvard Business School Case 895-016, February 2000. (Revised from original December 1994 version.)
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Exercise
|
2000
Windham Negotiation (A-1): Confidential Information for the Executor
Michael A. Wheeler
Six-party negotiation of land use and development.
Keywords: Negotiation Types;
Property;
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Exercise
|
2000
Windham Negotiation (A-2): Confidential Information for the Executor(Part 2)
Michael A. Wheeler
Six-party negotiation of land use and development.
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Exercise
|
2000
Windham Negotiations (B-1): Confidential Information for the Barkley Representative
Michael A. Wheeler
Six-party negotiation of land use and development.
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Exercise
|
2000
Windham Negotiation (B-2): Confidential Information for the Barkley Representative (Part 2)
Michael A. Wheeler
Six-party negotiation of land use and development.
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Exercise
|
2000
Windham Negotiation (C): Confidential Information for the Cooperative Savings Bank
Michael A. Wheeler
Six-party negotiation of land use and development.
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Exercise
|
2000
Windham Negotiation (D): Confidential Information for Davis Stables
Michael A. Wheeler
Six-party negotiation of land use and development.
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Case
| HBS Case Collection
|
1999
(Revised from original 1997 version)
3M: Negotiating Air Pollution Credits (C)
Michael A. Wheeler and Thomas Dretler
An epilogue to the (A) and (B) cases, this describes the final steps in implementing the agreement 3M made with Procter and Gamble and with local public officials and interest groups.
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Teaching Note
| HBS Case Collection
|
1999
(Revised from original 1997 version)
Land Assembly and Negotiation TN
Michael A. Wheeler and Georgia Levenson
Teaching Note for (1-898-024).
Keywords: New York (state, US);
New Jersey;
Citation: Wheeler, Michael A., and Georgia Levenson. " Land Assembly and Negotiation TN." Harvard Business School Teaching Note 898-025, October 1999. (Revised from original November 1997 version.)
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Case
| HBS Case Collection
|
1998
(Revised from original 1997 version)
3M: Negotiating Air Pollution Credits (A)
Michael A. Wheeler and Thomas Dretler
A proposed trade of air pollution emission credits between 3M (now Imation) and Procter and Gamble is described. Though such trading is encouraged under federal environmental laws, 3M had adopted a company-wide policy against such deals. Procter and Gamble needs the credits and is an important 3M customer. Local citizens and public officials are sharply divided on the proposed deal.
Keywords: Negotiation Types;
Pollution and Pollutants;
Common Law;
Policy;
Government and Politics;
Customers;
Negotiation Process;
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Teaching Note
| HBS Case Collection
|
1998
(Revised from original 1996 version)
Negotiating the Right to Know: Rhone-Poulenc and Manchester, Texas (A-1), (A-2), and (B) TN
Michael A. Wheeler and Andrea L Strimling
Teaching Note for (9-895-062), (9-895-063), and (9-898-258).
Keywords: Chemical Industry;
United States;
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Case
| HBS Case Collection
|
1998
(Revised from original version)
Negotiating the Right to Know: Rhone-Poulenc and Manchester, Texas (A-1)
Michael A. Wheeler
Rhone-Poulenc wished to acquire a new permit, but local residents who were concerned about health issues threatened to block the permit.
Keywords: Health;
Rights;
Negotiation;
Conflict of Interests;
Social Issues;
Chemical Industry;
United States;
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Case
| HBS Case Collection
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1998
Negotiating the Right to Know: Rhone-Poulenc and Manchester, Texas (A-2)
Michael A. Wheeler
Supplements the (A1) case. A rewritten version of an earlier case.
Keywords: Chemical Industry;
United States;
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Background Note
| HBS Case Collection
|
1996
(Revised from original 1996 version)
Business Incentives
Michael A. Wheeler and Guhan Subramanian
Citation: Wheeler, Michael A., and Guhan Subramanian. " Business Incentives." Harvard Business School Background Note 897-045, November 1996. (Revised from original August 1996 version.)
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Supplement
| HBS Case Collection
|
1995
Negotiating the Right to Know: Rhone-Poulenc and Manchester, Texas (B)
Michael A. Wheeler
Supplements the (A) case.
Keywords: Chemical Industry;
United States;
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