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