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Background Note | HBS Case Collection | January 2002 (Revised April 2015)

A Note on Maneuvering in War and Negotiation

by Michael Wheeler and Gillian Morris

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Abstract

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;

Language: English Format: Print 18 pages EducatorsPurchase

Citation:

Wheeler, Michael, and Gillian Morris. "A Note on Maneuvering in War and Negotiation." Harvard Business School Background Note 902-157, January 2002. (Revised April 2015.)

Related Work

  1. Background Note | HBS Case Collection | January 2002 (Revised April 2015)

    A Note on Maneuvering in War and Negotiation

    Michael 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;

    Citation:

    Wheeler, Michael, and Gillian Morris. "A Note on Maneuvering in War and Negotiation." Harvard Business School Background Note 902-157, January 2002. (Revised April 2015.)  View Details
    CiteView DetailsEducatorsPurchase Related

About the Author

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Michael A. Wheeler
Retired Professor of Management Practice

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More from the Author

  • Background Note | HBS Case Collection | January 2005 (Revised February 2018)

    Negotiation Advice: A Synopsis

    Michael 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. "Negotiation Advice: A Synopsis." Harvard Business School Background Note 905-059, January 2005. (Revised February 2018.)  View Details
    CiteView DetailsEducatorsPurchase Related
  • Case | HBS Case Collection | November 1995 (Revised February 2017)

    Luna Pen (A)

    Kathleen McGinn and Michael Wheeler

    Discusses the negotiation of a possible trademark infringement involving a German conglomerate and a Taiwanese trading firm.

    Keywords: Strategy; Law; Negotiation Tactics; Decision Choices and Conditions; Gender; Culture; Trademarks; Power and Influence; Germany; Taiwan;

    Citation:

    McGinn, Kathleen, and Michael Wheeler. "Luna Pen (A)." Harvard Business School Case 396-156, November 1995. (Revised February 2017.)  View Details
    CiteView DetailsEducatorsPurchase Related
  • Supplement | HBS Case Collection | November 1995 (Revised February 2017)

    Luna Pen (B)

    Kathleen McGinn and Michael Wheeler

    Presents a series of multiple choice options to be distributed and discussed in class.

    Keywords: Decisions; Strategy; Negotiation Tactics; Performance Evaluation; Gender; Culture; Power and Influence; Germany; Taiwan;

    Citation:

    McGinn, Kathleen, and Michael Wheeler. "Luna Pen (B)." Harvard Business School Supplement 396-157, November 1995. (Revised February 2017.)  View Details
    CiteView DetailsPurchase Related
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