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Michael A. Wheeler

Retired Professor of Management Practice

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Michael Wheeler has taught Negotiation in Harvard Business School's MBA program since 1993. He also teaches in a wide variety of on-campus executive courses, including Strategic Negotiation, which he co-chairs with Professor James Sebenius. Working with HBX, he recently created Negotiation Mastery, a 40-hour, highly interactive course on HBS's digital learning platform. It launched in February 2017 He is currently collaborating with the Baker Library to create Negotiate 1-2-3, an on-line, multi-media resource.

He was appointed MBA Class of 1952 Professor of Management Practice in 1999. He subsequently served as faculty chair of the first year MBA program and headed the required Negotiation course.  He has also taught The Moral Leader, as well as Leadership, Values, and Decision Making. In 2004 he received the Greenhill Award for his contributions to HBS's mission. In recent years has also been a Visiting Professor at the Harvard Law School and the Kennedy School of Government.

Wheeler’s current research focuses on negotiation dynamics, dispute resolution, ethics, and distance learning. In July 2015 he was named Editor Emeritus of the Negotiation Journal, having been its Editor the prior twenty years. He also co-directs the Negotiation Pedagogy initiative at the inter-university Program on Negotiation.

He is the author or co-author of eleven books, including most recently, The Art of Negotiation: How to Improvise Agreement in a Chaotic World. Among his other books are 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. His negotiation blog on LinkedIn's Influencer platform has more than 200,000 followers.

Wheeler 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. In the past year his work has been featured in The Financial Times and the Washington Post. Wheeler blogs about negotiation cases and issues on LinkedIn's Influencer platform. His self-assessment app—Negotiation360—was released early in 2015 and is available on both Apple and Android devices. A web-based version for negotiation teachers will be available in the spring of 2017.

Wheeler has also developed scores of negotiation exercises, cases, notes, videos, 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 has investigated emotions and unconscious attitudes that people bring to the bargaining table. 

Wheeler serves on the International Steering Committee of Afghanistan Center for Dispute Resolution (Kabul). He is amber of the Advisory Councils of the Moscow-based Center for Mediation and Law and the ADR Center in Rome, as well on the Advisory Board of the Central European Review of Economics and Management. Wheeler previously served on board of the Consensus Building Institute from its founding in 1993 to 2014, and was chair from 2011 to 2014.

He 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. 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.

Wheeler 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, not-for-profits, trade organizations, and government agencies on negotiation issues in the United States and abroad.

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Featured Work Publications Research Summary Awards & Honors

Books

  1. Book | 2013

    The Art of Negotiation: How to Improvise Agreement in a Chaotic World

    Michael Wheeler

    A member of the world-renowned Program on Negotiation at Harvard Law School introduces the powerful next-generation approach to negotiation. For many years, two approaches to negotiation have prevailed: the "win-win" method exemplified in Getting to Yes by Roger Fisher, William Ury, and Bruce Patton and the hard-bargaining style of Herb Cohen's You Can Negotiate Anything. Now Michael Wheeler provides a dynamic alternative to one-size-fits-all strategies that don’t match real world realities. The Art of Negotiation shows how master negotiators thrive in the face of chaos and uncertainty. They don't trap themselves with rigid plans. Instead they understand negotiation as a process of exploration that demands ongoing learning, adapting, and influencing. Their agility enables them to reach agreement when others would be stalemated. Michael Wheeler illuminates the improvisational nature of negotiation, drawing on his own research and his work with Program on Negotiation colleagues. He explains how the best practices of diplomats such as George J. Mitchell, dealmaker Bruce Wasserstein, and Hollywood producer Jerry Weintraub apply to everyday transactions like selling a house, buying a car, or landing a new contract. Wheeler also draws lessons on agility and creativity from fields like jazz, sports, theater, and even military science.

    Keywords: negotiation; Negotiation;

    Citation:

    Wheeler, Michael. The Art of Negotiation: How to Improvise Agreement in a Chaotic World. New York: Simon & Schuster, 2013.  View Details
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  2. Book | 2004

    What's Fair? Ethics for Negotiators

    Carrie Menkel-Meadow and Michael A. Wheeler

    Keywords: Fairness; Ethics; Negotiation;

    Citation:

    Menkel-Meadow, Carrie and Michael A. Wheeler, eds. What's Fair? Ethics for Negotiators. San Francisco: Jossey-Bass, 2004.  View Details
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  3. Book | 2001

    Business Fundamentals: Negotiation

    Michael A. Wheeler

    Keywords: Negotiation; Infrastructure;

    Citation:

    Wheeler, Michael A., ed. Business Fundamentals: Negotiation. Boston, MA: Harvard Business School Publishing, 2001.  View Details
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  4. Book | 2000

    Teaching Negotiation: Ideas and Innovations

    Michael A. Wheeler

    Keywords: Teaching; Negotiation; Innovation and Invention;

    Citation:

    Wheeler, Michael A. Teaching Negotiation: Ideas and Innovations. Cambridge, MA: Program on Negotiation at Harvard Law School, 2000.  View Details
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  5. Book | 1984

    Environmental Dispute Resolution

    Lawrence Bacow and Michael A. Wheeler

    Keywords: Conflict and Resolution;

    Citation:

    Bacow, Lawrence, and Michael A. Wheeler. Environmental Dispute Resolution. New York: Plenum Press, 1984.  View Details
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  6. Book | 1983

    Resolving Environmental Disputes

    Lawrence Bacow, Lawrence Susskind and Michael A. Wheeler

    Keywords: Conflict and Resolution;

    Citation:

    Bacow, Lawrence, Lawrence Susskind, and Michael A. Wheeler. Resolving Environmental Disputes. Cambridge: Schenkman Books, 1983.  View Details
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  7. Book | 1982

    The Crocodile Man: A Case of Brain Chemistry and Criminal Violence

    Andre Mayer and Michael A. Wheeler

    Keywords: Crime and Corruption; Health;

    Citation:

    Mayer, Andre, and Michael A. Wheeler. The Crocodile Man: A Case of Brain Chemistry and Criminal Violence. Boston, MA: Houghton Mifflin, 1982.  View Details
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  8. Book | 1980

    Divided Children

    Michael A. Wheeler

    Citation:

    Wheeler, Michael A. Divided Children. New York, NY: W.W. Norton & Company, 1980.  View Details
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  9. Book | 1976

    Lies, Damn Lies and Statistics: The Manipulation of Public Opinion in America

    Michael A. Wheeler

    Keywords: Society; Mathematical Methods; United States;

    Citation:

    Wheeler, Michael A. Lies, Damn Lies and Statistics: The Manipulation of Public Opinion in America. New York, NY: W.W. Norton & Company, 1976.  View Details
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  10. Book | 1974

    No-Fault Divorce

    Michael A. Wheeler

    Keywords: Relationships;

    Citation:

    Wheeler, Michael A. No-Fault Divorce. Boston: Beacon Press, 1974.  View Details
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Journal Articles

  1. Article | Negotiation Journal

    Learning from Practice

    Michael A. Wheeler

    Citation:

    Wheeler, Michael A. "Learning from Practice." Negotiation Journal 32, no. 4 (October 2016): 345–355.  View Details
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  2. Article | Negotiation Journal

    Learning to Teach Negotiation

    Michael A. Wheeler

    Keywords: negotiation; pedagogy; teaching; training; business ecuation;

    Citation:

    Wheeler, Michael A. "Learning to Teach Negotiation." Negotiation Journal 31, no. 4 (October 2015): 477–490.  View Details
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  3. Article | Harvard Business Review (website)

    I Asked HBR Readers How They Negotiate — Here's What I Found

    Michael A. Wheeler

    Citation:

    Wheeler, Michael A. "I Asked HBR Readers How They Negotiate — Here's What I Found." Harvard Business Review (website) (June 3, 2016).  View Details
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  4. Article | Harvard Business Review (website)

    Assessment: What Kind of Negotiator Are You?

    Michael A. Wheeler

    Citation:

    Wheeler, Michael A. "Assessment: What Kind of Negotiator Are You?" Harvard Business Review (website) (February 5, 2016).  View Details
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  5. Article | Harvard Business Review (website)

    How to Be an Effective Negotiator

    Michael A. Wheeler

    Citation:

    Wheeler, Michael A. "How to Be an Effective Negotiator." Harvard Business Review (website) (November 16, 2015).  View Details
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  6. Article | Harvard Business Review (website)

    The Best Negotiators Plan to Think on Their Feet

    Michael A. Wheeler

    Citation:

    Wheeler, Michael A. "The Best Negotiators Plan to Think on Their Feet." Harvard Business Review (website) (June 24, 2014).  View Details
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  7. Article | Harvard Business Review (website)

    The Luck Factor in Great Decisions

    Michael A. Wheeler

    Citation:

    Wheeler, Michael A. "The Luck Factor in Great Decisions." Harvard Business Review (website) (November 18, 2013).  View Details
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  8. Article | Harvard Business Review

    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.  View Details
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  9. Article | Negotiation Journal

    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; Strategy; Leadership; War; Negotiation; Learning;

    Citation:

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

    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;

    Citation:

    Wheeler, Michael A. "Three Cheers for Teaching Distributive Bargaining." Negotiation Journal 28, no. 1 (January 2012).  View Details
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  11. 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;

    Citation:

    Wheeler, Michael A. "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." Negotiation Journal 27, no. 1 (January 2011).  View Details
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  12. Article | Negotiation

    Chance and Negotiation

    Michael A. Wheeler

    Keywords: Negotiation;

    Citation:

    Wheeler, Michael A. "Chance and Negotiation." Negotiation 13, no. 3 (September 2010).  View Details
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  13. Article | Negotiation

    Poise Under Pressure

    Michael A. Wheeler

    Citation:

    Wheeler, Michael A. "Poise Under Pressure." Negotiation 9, no. 12 (December 2006): 1–3.  View Details
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  14. Article | Negotiation Journal

    Origins of a Classic: Getting to Yes Turns 25

    Michael A. Wheeler and Nancy J. Waters

    Citation:

    Wheeler, Michael A., and Nancy J. Waters. "Origins of a Classic: Getting to Yes Turns 25." Negotiation Journal 22, no. 4 (October 2006): 475–481.  View Details
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  15. Article | Negotiation

    What Negotiators Can Learn from Improv Comedy

    Michael A. Wheeler and Lakshmi Balachandra

    Keywords: Negotiation; Entertainment;

    Citation:

    Wheeler, Michael A., and Lakshmi Balachandra. "What Negotiators Can Learn from Improv Comedy." Negotiation 9, no. 8 (August 2006): 1–3.  View Details
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  16. Article | Negotiation Journal

    Is Teaching Negotiation Too Easy, Too Hard, or Both?

    Michael A. Wheeler

    Keywords: Teaching; Negotiation;

    Citation:

    Wheeler, Michael A. "Is Teaching Negotiation Too Easy, Too Hard, or Both?" Negotiation Journal 22, no. 2 (April 2006): 187–197.  View Details
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  17. Article | Negotiation

    Closing the Deal

    Michael A. Wheeler

    Citation:

    Wheeler, Michael A. "Closing the Deal." Negotiation 9, no. 4 (April 2006): 2–5.  View Details
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  18. Article | Negotiation

    Want to Pull Ahead of the Competition?

    Michael A. Wheeler

    Keywords: Competition;

    Citation:

    Wheeler, Michael A. "Want to Pull Ahead of the Competition?" Negotiation 8, no. 10 (October 2005): 9–11.  View Details
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  19. Article | Negotiation

    Set Off A Chain Reaction

    Michael A. Wheeler

    Citation:

    Wheeler, Michael A. "Set Off A Chain Reaction." Negotiation 8, no. 6 (June 2005): 4–6.  View Details
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  20. Article | Negotiation

    Better or Best: Keeping Your Options Open

    Michael A. Wheeler

    Citation:

    Wheeler, Michael A. "Better or Best: Keeping Your Options Open." Negotiation 8, no. 3 (March 2005): 9–11.  View Details
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  21. Article | Negotiation

    Which Comes First? How to Handle Linked Negotiations

    Michael Wheeler

    Keywords: Negotiation;

    Citation:

    Wheeler, Michael. "Which Comes First? How to Handle Linked Negotiations." Negotiation 8, no. 1 (January 2005).  View Details
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  22. Article | Negotiation

    True or False? Lie Detection at the Bargaining Table

    Michael Wheeler

    Keywords: Negotiation;

    Citation:

    Wheeler, Michael. "True or False? Lie Detection at the Bargaining Table." Negotiation 7, no. 11 (November 2004).  View Details
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  23. Article | Negotiation

    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).  View Details
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  24. Article | Negotiation

    Overcoming Stage Fright: How to Prepare for Negotiation

    Michael Wheeler

    Keywords: Negotiation;

    Citation:

    Wheeler, Michael. "Overcoming Stage Fright: How to Prepare for Negotiation." Negotiation 7, no. 8 (August 2004).  View Details
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  25. Article | Negotiation

    Turn Chaos to Your Advantage

    Michael Wheeler

    Keywords: Opportunities;

    Citation:

    Wheeler, Michael. "Turn Chaos to Your Advantage." Negotiation 7, no. 4 (April 2004).  View Details
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  26. Article | Negotiation Journal

    Anxious Moments: Openings in Negotiation

    Michael A. Wheeler

    Keywords: Negotiation;

    Citation:

    Wheeler, Michael A. "Anxious Moments: Openings in Negotiation." Negotiation Journal 20, no. 2 (April 2004): 153–169.  View Details
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  27. Article | Negotiation

    Fair Enough? An Ethical Fitness Quiz for Negotiators

    Michael Wheeler

    Keywords: Ethics; Negotiation;

    Citation:

    Wheeler, Michael. "Fair Enough? An Ethical Fitness Quiz for Negotiators." Negotiation 7, no. 3 (March 2004).  View Details
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  28. Article | Negotiation

    How to Negotiate Successfully Online

    Michael Wheeler

    Keywords: Negotiation; Online Technology; Success;

    Citation:

    Wheeler, Michael. "How to Negotiate Successfully Online." Negotiation 7, no. 3 (March 2004).  View Details
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  29. Article | Negotiation Journal

    Rocks and Hard Places: Managing Two Tensions in Negotiation

    Michael A. Wheeler and Dana Nelson

    Keywords: Management; Negotiation;

    Citation:

    Wheeler, Michael A., and Dana Nelson. "Rocks and Hard Places: Managing Two Tensions in Negotiation." Negotiation Journal 20, no. 1 (January 2004): 113–128.  View Details
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  30. Article | Negotiation

    Do You Know Where to Look for the Right Cues?

    Michael Wheeler

    Citation:

    Wheeler, Michael. "Do You Know Where to Look for the Right Cues?" Negotiation 6, no. 12 (December 2003).  View Details
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  31. Article | Journal of Applied Psychoanalytic Studies

    Crossing the Threshold: First Impressions in Psychoanalysis and Negotiation

    Kimberlyn Leary and Michael A. Wheeler

    Keywords: Health; Negotiation;

    Citation:

    Leary, Kimberlyn, and Michael A. Wheeler. "Crossing the Threshold: First Impressions in Psychoanalysis and Negotiation." Journal of Applied Psychoanalytic Studies 5, no. 1 (January 2003): 81–105.  View Details
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  32. Article | Negotiation Journal

    Getting to No

    M. A. Wheeler

    Citation:

    Wheeler, M. A. "Getting to No." Negotiation Journal 13, no. 3 (September 1997): 227–233.  View Details
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  33. Article | Harvard Negotiation Law Review

    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.  View Details
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  34. Article | Negotiation Journal

    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.  View Details
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  35. Article | New York Times

    Sports Strikes: Let the Games Continue

    James K. Sebenius and Michael A. Wheeler

    Keywords: Labor; Disruption; Sports Industry;

    Citation:

    Sebenius, James K., and Michael A. Wheeler. "Sports Strikes: Let the Games Continue." New York Times (October 30, 1994), Sect. 3, p. 9.  View Details
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  36. Article | Wall Street Journal

    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.  View Details
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  37. Article | Yale Journal on Regulation

    Negotiating NIMBYs: Learning from the Failure of the Massachusetts Siting Law

    M. A. Wheeler

    Keywords: Negotiation; Learning; Failure; Law; Massachusetts;

    Citation:

    Wheeler, M. A. "Negotiating NIMBYs: Learning from the Failure of the Massachusetts Siting Law." Yale Journal on Regulation 11 (winter 1994): 241–291.  View Details
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  38. Article | Journal of Planning Education and Research

    Regional Consensus on Affordable Housing: Yes in My Backyard

    M. A. Wheeler

    Keywords: Local Range; Public Opinion;

    Citation:

    Wheeler, M. A. "Regional Consensus on Affordable Housing: Yes in My Backyard." Journal of Planning Education and Research 12 (1993): 139–149.  View Details
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  39. Article | Negotiation Journal

    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.  View Details
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  40. Article | Villanova Environmental Law Journal

    Binding Parties to Agreements in Environmental Disputes

    M. A. Wheeler and L. Bacow

    Keywords: Natural Environment; Agreements and Arrangements;

    Citation:

    Wheeler, M. A., and L. Bacow. "Binding Parties to Agreements in Environmental Disputes." Villanova Environmental Law Journal (1991): 99–109.  View Details
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Book Chapters

  1. 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.  View Details
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  2. 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.  View Details
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Cases and Teaching Materials

  1. Case | HBS Case Collection | March 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.  View Details
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  2. Other Teaching and Training Material | 2012

    Learning to Negotiate

    Michael A. Wheeler

    Keywords: Learning; Negotiation;

    Citation:

    Wheeler, Michael A. "Learning to Negotiate." 2012.  View Details
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  3. Background Note | HBS Case Collection | September 2011 (Revised December 2014)

    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. (Revised December 2014.)  View Details
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  4. Supplement | HBS Case Collection | June 2002 (Revised March 2011)

    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.

    Keywords: Value Creation; Negotiation Tactics;

    Citation:

    Wheeler, Michael A. "Discount & Hawkins Openings: Highlights of the Transcript." Harvard Business School Video Supplement 902-225, June 2002. (Revised March 2011.)  View Details
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  5. Background Note | HBS Case Collection | April 2010 (Revised November 2010)

    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;

    Citation:

    Wheeler, Michael A., and Julianna Pillemer. "Moral Decision-Making: Reason, Emotion & Luck." Harvard Business School Background Note 910-029, April 2010. (Revised November 2010.)  View Details
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  6. 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.  View Details
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  7. Exercise | June 2001 (Revised September 2010)

    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, June 2001. (Revised September 2010.)  View Details
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  8. Supplement | HBS Case Collection | October 2009

    ADR Choices Video (Alternative Dispute Resolution Vignettes)

    James K. Sebenius and Michael A. Wheeler

    Keywords: Media;

    Citation:

    Sebenius, James K., and Michael A. Wheeler. "ADR Choices Video (Alternative Dispute Resolution Vignettes)." Harvard Business School Video Supplement 910-701, October 2009.  View Details
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  9. Background Note | HBS Case Collection | February 2003 (Revised September 2009)

    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, February 2003. (Revised September 2009.)  View Details
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  10. 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
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  11. Background Note | HBS Case Collection | March 2008 (Revised June 2012)

    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, March 2008. (Revised June 2012.)  View Details
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  12. Teaching Note | HBS Case Collection | November 2000 (Revised July 2016)

    Riggs-Vericomp Negotiation (A) and (B)

    Michael Wheeler

    Teaching Note for (9-801-096) and (9-801-097).

    Keywords: Negotiation;

    Citation:

    Wheeler, Michael. "Riggs-Vericomp Negotiation (A) and (B)." Harvard Business School Teaching Note 801-259, November 2000. (Revised July 2016.)  View Details
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  13. Exercise | July 2000 (Revised July 2016)

    Riggs-Vericomp Negotiation (A):Confidential Information for RIGGS ENGINEERING

    Michael 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;

    Citation:

    Wheeler, Michael. "Riggs-Vericomp Negotiation (A):Confidential Information for RIGGS ENGINEERING." Harvard Business School Exercise 801-096, July 2000. (Revised July 2016.)  View Details
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  14. Exercise | July 2000 (Revised July 2016)

    Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP

    Michael 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;

    Citation:

    Wheeler, Michael. "Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP." Harvard Business School Exercise 801-097, July 2000. (Revised July 2016.)  View Details
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  15. Background Note | HBS Case Collection | August 2007 (Revised September 2007)

    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;

    Citation:

    Barron, Gregory M., and Michael A. Wheeler. "Negotiation Strategy: Pattern Recognition Game." Harvard Business School Background Note 908-015, August 2007. (Revised September 2007.)  View Details
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  16. Case | HBS Case Collection | September 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;

    Citation:

    Wheeler, Michael A. "Nonverbal Communication: Distinguishing Truth and Lies." Harvard Business School Multimedia/Video Case 908-702, September 2007.  View Details
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  17. Teaching Note | HBS Case Collection | September 2007

    Nonverbal Communication: Distinguishing Truth and Lies (TN)

    Michael A. Wheeler

    Keywords: Trust; Interpersonal Communication; Nonverbal Communication;

    Citation:

    Wheeler, Michael A. "Nonverbal Communication: Distinguishing Truth and Lies (TN)." Harvard Business School Teaching Note 908-016, September 2007.  View Details
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  18. 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
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  19. Teaching Note | HBS Case Collection | August 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;

    Citation:

    Wheeler, Michael A., and Gregory M. Barron. "Negotiation Strategy Simulation (TN)." Harvard Business School Teaching Note 908-013, August 2007.  View Details
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  20. Simulation | August 2007

    Negotiation Strategy Simulation

    Michael A. Wheeler and Gregory M. Barron

    Keywords: Negotiation; Strategy;

    Citation:

    "Negotiation Strategy Simulation." Harvard Business School Simulation 908-701, August 2007.  View Details
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  21. Teaching Note | HBS Case Collection | June 2002 (Revised October 2005)

    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, June 2002. (Revised October 2005.)  View Details
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  22. Case | HBS Case Collection | August 2001 (Revised August 2005)

    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.

    Keywords: Partners and Partnerships; Negotiation; Acquisition;

    Citation:

    Wheeler, Michael A. "Guinness PLC: Managing Negotiations." Harvard Business School Case 902-009, August 2001. (Revised August 2005.)  View Details
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  23. Case | HBS Case Collection | November 2001 (Revised April 2005)

    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.

    Keywords: Working Conditions; Management Practices and Processes; Ethics; Crisis Management; Legal Liability;

    Citation:

    Wheeler, Michael A., and Georgia Levenson. "Lonestar." Harvard Business School Case 902-006, November 2001. (Revised April 2005.)  View Details
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  24. Case | HBS Case Collection | January 2005 (Revised February 2005)

    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;

    Citation:

    Sebenius, James K., and Michael A. Wheeler. "Ray Rogers and the Corporate Campaign (A)." Harvard Business School Case 905-054, January 2005. (Revised February 2005.)  View Details
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  25. 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
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  26. Case | HBS Case Collection | January 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.

    Citation:

    Sebenius, James K., and Michael A. Wheeler. "Ray Rogers and the Corporate Campaign (B)." Harvard Business School Case 905-055, January 2005.  View Details
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  27. Exercise | October 2004 (Revised November 2004)

    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, October 2004. (Revised November 2004.)  View Details
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  28. Supplement | HBS Case Collection | January 2004 (Revised September 2004)

    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, January 2004. (Revised September 2004.)  View Details
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  29. Background Note | HBS Case Collection | January 2004 (Revised September 2004)

    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;

    Citation:

    Wheeler, Michael A., Dana Nelson, and Gillian Morris. "Confidentiality in Settlement Negotiations: Ethics & Law." Harvard Business School Background Note 904-057, January 2004. (Revised September 2004.)  View Details
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  30. Supplement | HBS Case Collection | June 2001 (Revised January 2004)

    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, June 2001. (Revised January 2004.)  View Details
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  31. Teaching Note | HBS Case Collection | December 2003

    Negotiation Self-Assessment (TN)

    Michael A. Wheeler

    Teaching Note to (9-902-218).

    Keywords: Negotiation Style; Performance Evaluation; Personal Characteristics;

    Citation:

    Wheeler, Michael A. "Negotiation Self-Assessment (TN)." Harvard Business School Teaching Note 904-044, December 2003.  View Details
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  32. 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.  View Details
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  33. Background Note | HBS Case Collection | September 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.  View Details
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  34. Supplement | HBS Case Collection | September 2002

    Discount & Hawkins Critical Moments: Audio Highlights

    Michael A. Wheeler

    Citation:

    Wheeler, Michael A. "Discount & Hawkins Critical Moments: Audio Highlights." Harvard Business School Video Supplement 903-804, September 2002.  View Details
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  35. Case | HBS Case Collection | November 2001 (Revised July 2002)

    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;

    Citation:

    Wheeler, Michael A., and Gillian Morris. "Discount and Hawkins Critical Moments: Full Transcript." Harvard Business School Case 902-124, November 2001. (Revised July 2002.)  View Details
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  36. Teaching Note | HBS Case Collection | July 2002

    Discount & Hawkins Critical Moments: Full Transcript, TN

    Michael A. Wheeler and Gillian Morris

    Teaching Note for (9-902-124).

    Keywords: Real Estate Industry;

    Citation:

    Wheeler, Michael A., and Gillian Morris. "Discount & Hawkins Critical Moments: Full Transcript, TN." Harvard Business School Teaching Note 903-024, July 2002.  View Details
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  37. Teaching Note | HBS Case Collection | June 2001 (Revised July 2002)

    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, June 2001. (Revised July 2002.)  View Details
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  38. Exercise | December 1997 (Revised September 2014)

    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.

    Keywords: Negotiation; Leasing; Real Estate Industry;

    Citation:

    Wheeler, Michael A. "Discount and Hawkins Exercise: Confidential Instructions for Landlord." Harvard Business School Exercise 898-130, December 1997. (Revised September 2014.)  View Details
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  39. Exercise | December 1997 (Revised September 2014)

    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;

    Citation:

    Wheeler, Michael A. "Discount and Hawkins Exercise: Confidential Instructions for Tenant." Harvard Business School Exercise 898-131, December 1997. (Revised September 2014.)  View Details
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  40. Supplement | HBS Case Collection | July 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;

    Citation:

    Wheeler, Michael A. "Discount & Hawkins Openings: Video Highlights." Harvard Business School Video Supplement 903-801, July 2002.  View Details
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  41. Supplement | HBS Case Collection | July 2002

    Discount & Hawkins Critical Moments: Full Video

    Michael A. Wheeler

    Citation:

    Wheeler, Michael A. "Discount & Hawkins Critical Moments: Full Video." Harvard Business School Video Supplement 903-803, July 2002.  View Details
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  42. Teaching Note | HBS Case Collection | June 2001 (Revised June 2002)

    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 2001. (Revised June 2002.)  View Details
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  43. Exercise | December 1999 (Revised June 2002)

    Salt Harbor: Confidential Information for Easterly

    Michael A. Wheeler

    Two-party negotiation involving a bed and breakfast and an incoming coffee chain.

    Keywords: Negotiation Types; Real Estate Industry;

    Citation:

    Wheeler, Michael A. "Salt Harbor: Confidential Information for Easterly." Harvard Business School Exercise 800-077, December 1999. (Revised June 2002.)  View Details
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  44. Exercise | December 1999 (Revised June 2002)

    Salt Harbor: Confidential Information for Brims

    Michael A. Wheeler

    Two-party negotiation involving a bed and breakfast and an incoming coffee chain.

    Keywords: Negotiation;

    Citation:

    Wheeler, Michael A. "Salt Harbor: Confidential Information for Brims." Harvard Business School Exercise 800-078, December 1999. (Revised June 2002.)  View Details
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  45. Background Note | HBS Case Collection | June 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.  View Details
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  46. Teaching Note | HBS Case Collection | June 2002

    Discount & Hawkins Openings, TN

    Michael A. Wheeler

    Teaching Note for (9-902-225).

    Keywords: Negotiation; Organizations;

    Citation:

    Wheeler, Michael A. "Discount & Hawkins Openings, TN." Harvard Business School Teaching Note 902-226, June 2002.  View Details
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  47. Background Note | HBS Case Collection | June 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;

    Citation:

    Wheeler, Michael A., and Gillian Morris. "Complexity Theory and Negotiation." Harvard Business School Background Note 902-230, June 2002.  View Details
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  48. Background Note | HBS Case Collection | August 2000 (Revised December 2014)

    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;

    Citation:

    Wheeler, Michael A. "Negotiation Analysis: An Introduction." Harvard Business School Background Note 801-156, August 2000. (Revised December 2014.)  View Details
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  49. Exercise | May 2002 (Revised June 2002)

    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, May 2002. (Revised June 2002.)  View Details
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  50. Supplement | HBS Case Collection | June 2002

    Discount and Hawkins Critical Moments: Video Highlights

    Michael A. Wheeler

    Citation:

    Wheeler, Michael A. "Discount and Hawkins Critical Moments: Video Highlights." Harvard Business School Video Supplement 902-807, June 2002.  View Details
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  51. Teaching Note | HBS Case Collection | June 2001 (Revised December 2013)

    Luna Pen (A), (B), (C), and (D)

    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) ." Harvard Business School Teaching Note 801-057, June 2001. (Revised December 2013.)  View Details
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  52. 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
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  53. Teaching Note | HBS Case Collection | May 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;

    Citation:

    Wheeler, Michael A. "Windham Negotiation (A-1,A-2,B-1,B-2,C&D),TN." Harvard Business School Teaching Note 902-038, May 2002.  View Details
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  54. Supplement | HBS Case Collection | April 2002

    Ginzel et al v. Kolcraft Enterprises et al (B)

    Michael A. Wheeler

    Supplements the (A) case.

    Citation:

    Wheeler, Michael A. "Ginzel et al v. Kolcraft Enterprises et al (B)." Harvard Business School Supplement 902-184, April 2002.  View Details
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  55. Case | HBS Case Collection | April 2002

    Ginzel et al v. Kolcraft Enterprises et al (C)

    Michael A. Wheeler

    Supplements the (A) case.

    Citation:

    Wheeler, Michael A. "Ginzel et al v. Kolcraft Enterprises et al (C)." Harvard Business School Case 902-185, April 2002.  View Details
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  56. Case | HBS Case Collection | July 1998 (Revised April 2002)

    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, July 1998. (Revised April 2002.)  View Details
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  57. Case | HBS Case Collection | March 2001 (Revised April 2002)

    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.

    Keywords: Safety; Product; Negotiation; Corporate Social Responsibility and Impact; Lawsuits and Litigation; Legal Liability; Brands and Branding; Consumer Products Industry; United States;

    Citation:

    Wheeler, Michael A. "Ginzel et al v. Kolcraft Enterprises et al (A)." Harvard Business School Case 801-059, March 2001. (Revised April 2002.)  View Details
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  58. Background Note | HBS Case Collection | February 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.  View Details
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  59. Background Note | HBS Case Collection | February 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;

    Citation:

    Wheeler, Michael A., and Gillian Morris. "Mediating in the Wake of Disaster: The MIT Settlement." Harvard Business School Background Note 902-188, February 2002.  View Details
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  60. 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.  View Details
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  61. 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.  View Details
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  62. Background Note | HBS Case Collection | December 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;

    Citation:

    Wheeler, Michael A., and Gillian Morris. "A Note on Critical Moments in Negotiation." Harvard Business School Background Note 902-163, December 2001.  View Details
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  63. Case | HBS Case Collection | December 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.  View Details
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  64. Background Note | HBS Case Collection | November 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.  View Details
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  65. Case | HBS Case Collection | November 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.  View Details
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  66. Teaching Note | HBS Case Collection | July 2001

    Ginzel et al v. Kolcraft Enterprises et al TN

    Michael A. Wheeler

    Teaching Note for (9-801-059).

    Citation:

    Wheeler, Michael A. "Ginzel et al v. Kolcraft Enterprises et al TN." Harvard Business School Teaching Note 902-008, July 2001.  View Details
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  67. Case | HBS Case Collection | June 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.  View Details
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  68. Case | HBS Case Collection | June 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;

    Citation:

    Wheeler, Michael A., and Gillian Morris. "GE's Early Dispute Resolution Initiative (A)." Harvard Business School Case 801-395, June 2001.  View Details
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  69. Supplement | HBS Case Collection | June 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);

    Citation:

    Wheeler, Michael A., and Gillian Morris. "GE's Early Dispute Resolution Initiative (B)." Harvard Business School Supplement 801-453, June 2001.  View Details
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  70. Case | HBS Case Collection | October 1997 (Revised June 2001)

    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.

    Keywords: Negotiation Types; Urban Development; Tourism Industry; Entertainment and Recreation Industry;

    Citation:

    Wheeler, Michael A., Thomas Dretler, and Georgia Levenson. "Disney (C): The Mouse in Times Square." Harvard Business School Case 898-020, October 1997. (Revised June 2001.)  View Details
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  71. Exercise | November 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;

    Citation:

    Wheeler, Michael A. "Atlantis-Biovent Negotiation: Confidential Instructions for Atlantis." Harvard Business School Exercise 801-262, November 2000.  View Details
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  72. Exercise | November 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;

    Citation:

    Wheeler, Michael A. "Atlantis-Biovent Negotiation: Confidential Instructions for Biovent." Harvard Business School Exercise 801-263, November 2000.  View Details
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  73. Case | HBS Case Collection | January 1997 (Revised October 2000)

    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, January 1997. (Revised October 2000.)  View Details
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  74. Case | HBS Case Collection | October 1997 (Revised September 2000)

    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.

    Keywords: Negotiation Types; Negotiation Tactics; Acquisition; Tourism Industry; Entertainment and Recreation Industry; California;

    Citation:

    Wheeler, Michael A., and Georgia Levenson. "Disney (A): From Disneyland to Disney World—Learning the Art of Land Assembly." Harvard Business School Case 898-018, October 1997. (Revised September 2000.)  View Details
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  75. Case | HBS Case Collection | October 1997 (Revised September 2000)

    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.

    Keywords: Negotiation Types; Tourism Industry; Entertainment and Recreation Industry; United States;

    Citation:

    Wheeler, Michael A., and Georgia Levenson. "Disney (B): The Third Battle of Bull Run." Harvard Business School Case 898-019, October 1997. (Revised September 2000.)  View Details
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  76. Case | HBS Case Collection | October 1997 (Revised September 2000)

    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, October 1997. (Revised September 2000.)  View Details
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  77. Teaching Note | HBS Case Collection | October 1997 (Revised September 2000)

    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, October 1997. (Revised September 2000.)  View Details
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  78. Case | HBS Case Collection | February 1997 (Revised September 2000)

    3M: Negotiating Air Pollution Credits (B)

    Michael A. Wheeler and Thomas Dretler

    Supplements the (A) case.

    Keywords: Conflict of Interests; Negotiation Types; Pollution and Pollutants; Negotiation Participants; Laws and Statutes; Policy; Government and Politics; United States;

    Citation:

    Wheeler, Michael A., and Thomas Dretler. "3M: Negotiating Air Pollution Credits (B)." Harvard Business School Case 897-135, February 1997. (Revised September 2000.)  View Details
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  79. Case | HBS Case Collection | January 1997 (Revised September 2000)

    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, January 1997. (Revised September 2000.)  View Details
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  80. Teaching Note | HBS Case Collection | June 1997 (Revised September 2000)

    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, June 1997. (Revised September 2000.)  View Details
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  81. Supplement | HBS Case Collection | June 1996 (Revised February 2017)

    Luna Pen (D)

    Kathleen McGinn and Michael Wheeler

    Supplements the (A) and (B) cases.

    Keywords: Taiwan; Germany;

    Citation:

    McGinn, Kathleen, and Michael Wheeler. "Luna Pen (D)." Harvard Business School Supplement 396-395, June 1996. (Revised February 2017.)  View Details
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  82. Supplement | HBS Case Collection | June 1998 (Revised February 2017)

    Luna Pen (C)

    Kathleen McGinn and Michael Wheeler

    Supplements the (A) and (B) cases.

    Keywords: Taiwan; Germany;

    Citation:

    McGinn, Kathleen, and Michael Wheeler. "Luna Pen (C)." Harvard Business School Supplement 898-233, June 1998. (Revised February 2017.)  View Details
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  83. Case | HBS Case Collection | December 1994 (Revised February 2000)

    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, December 1994. (Revised February 2000.)  View Details
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  84. Exercise | January 2000 (Revised October 2014)

    Windham Negotiation: Confidential Information for the Abbott Executor

    Michael Wheeler

    Six-party negotiation of land use and development.

    Keywords: Negotiation Types; Property;

    Citation:

    Wheeler, Michael. "Windham Negotiation: Confidential Information for the Abbott Executor." Harvard Business School Exercise 800-086, January 2000. (Revised October 2014.)  View Details
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  85. Exercise | January 2000 (Revised October 2014)

    Windham Negotiations: Confidential Information for the Barkley Representative

    Michael Wheeler

    Six-party negotiation of land use and development.

    Keywords: Negotiation Types; Real Estate Industry;

    Citation:

    Wheeler, Michael. "Windham Negotiations: Confidential Information for the Barkley Representative." Harvard Business School Exercise 800-088, January 2000. (Revised October 2014.)  View Details
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  86. Exercise | January 2000 (Revised October 2014)

    Windham Negotiation: Confidential Information for the Cooperative Savings Bank

    Michael Wheeler

    Six-party negotiation of land use and development.

    Keywords: Negotiation Types; Real Estate Industry;

    Citation:

    Wheeler, Michael. "Windham Negotiation: Confidential Information for the Cooperative Savings Bank." Harvard Business School Exercise 800-090, January 2000. (Revised October 2014.)  View Details
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  87. Exercise | January 2000 (Revised October 2014)

    Windham Negotiation: Confidential Information for Davis Stables

    Michael Wheeler

    Six-party negotiation of land use and development.

    Keywords: Negotiation Types; Real Estate Industry;

    Citation:

    Wheeler, Michael. "Windham Negotiation: Confidential Information for Davis Stables." Harvard Business School Exercise 800-091, January 2000. (Revised October 2014.)  View Details
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  88. Case | HBS Case Collection | February 1997 (Revised October 1999)

    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.

    Keywords: Agreements and Arrangements; Pollution and Pollutants; Negotiation Participants; Performance Effectiveness; United States;

    Citation:

    Wheeler, Michael A., and Thomas Dretler. "3M: Negotiating Air Pollution Credits (C)." Harvard Business School Case 897-136, February 1997. (Revised October 1999.)  View Details
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  89. Teaching Note | HBS Case Collection | November 1997 (Revised October 1999)

    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, November 1997. (Revised October 1999.)  View Details
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  90. Case | HBS Case Collection | February 1997 (Revised May 1998)

    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: Conflict of Interests; Negotiation Types; Pollution and Pollutants; Negotiation Participants; Laws and Statutes; Policy; Government and Politics; United States;

    Citation:

    Wheeler, Michael A., and Thomas Dretler. "3M: Negotiating Air Pollution Credits (A)." Harvard Business School Case 897-134, February 1997. (Revised May 1998.)  View Details
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  91. Teaching Note | HBS Case Collection | June 1996 (Revised May 1998)

    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;

    Citation:

    Wheeler, Michael A., and Andrea L Strimling. "Negotiating the Right to Know: Rhone-Poulenc and Manchester, Texas (A-1), (A-2), and (B) TN." Harvard Business School Teaching Note 396-417, June 1996. (Revised May 1998.)  View Details
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  92. Case | HBS Case Collection | May 1995 (Revised May 1998)

    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;

    Citation:

    Wheeler, Michael A. "Negotiating the Right to Know: Rhone-Poulenc and Manchester, Texas (A-1)." Harvard Business School Case 895-062, May 1995. (Revised May 1998.)  View Details
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  93. Case | HBS Case Collection | May 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;

    Citation:

    Wheeler, Michael A. "Negotiating the Right to Know: Rhone-Poulenc and Manchester, Texas (A-2)." Harvard Business School Case 898-258, May 1998.  View Details
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  94. Background Note | HBS Case Collection | August 1996 (Revised November 1996)

    Business Incentives

    Michael A. Wheeler and Guhan Subramanian

    Citation:

    Wheeler, Michael A., and Guhan Subramanian. "Business Incentives." Harvard Business School Background Note 897-045, August 1996. (Revised November 1996.)  View Details
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  95. Supplement | HBS Case Collection | May 1995

    Negotiating the Right to Know: Rhone-Poulenc and Manchester, Texas (B)

    Michael A. Wheeler

    Supplements the (A) case.

    Keywords: Chemical Industry; United States;

    Citation:

    Wheeler, Michael A. "Negotiating the Right to Know: Rhone-Poulenc and Manchester, Texas (B)." Harvard Business School Supplement 895-063, May 1995.  View Details
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Search all publications by Michael A. Wheeler »

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This company raised minimum wage to $70,000 — and it helped business

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