Michael Wheeler, working with the HBS Online team, created Negotiation Mastery: Unlocking Value in the Real World. It is a flexible, highly-interactive online course which prepares participants to close deals that might otherwise be dead-locked, maximize value creation in agreements they reach, and resolve differences before they escalate into costly conflicts. It has been taken by managers, leaders, and students from over 160 countries.
Over 8 weeks of study, participants master fundamental principles of negotiation, learn valuable self-assessment tools, and complete 4 real-time negotiations with members of their global cohort. Negotiation Mastery is offered via HBS Online, the digital learning initiative from Harvard Business School.
Michael A. Wheeler
MBA Class of 1952 Professor of Management Practice, Retired
MBA Class of 1952 Professor of Management Practice, Retired
Drawing on my book, The Art of Negotiation, the Negotiation 1-2-3 web project provides business practitioners, MBA students, and other learners, an interactive, online resource for improving their negotiation skills. The site’s numeric name reflects three key phases of the negotiation process: Opening, Critical Moments, and Closing.
The site features key concepts on negotiation illustrated through text, videos, quizzes, and various other interactive tools. I developed this in partnership with Michael Hemment and his colleagues at HBS’s Baker Library. We are very grateful for the help of HBS’s Media Service team for video production and editing.
Access to the content is open to the public at no cost.
- N360 generates a personalized PROFILE of users' relational and problem-solving skills, highlighting both strengths they can build on and other areas where they can improve.
- Its SCORECARD feature promps users to rate their performance in all their negotiations, documenting what went well and what you might do differently in the future.
- The MY BEST PRACTICES feature complies users' entries and helps them prepare for upcoming negotiations.
- The TRAINING ROOM includes exercises and videos to sharpen users' skills.
That does not mean, however, simply winging it or making things up on the fly. Instead, improvisation is both an art and a discipline. Wheeler discusses strategies for managing uncertainty and constantly changing preferences, needs, and relationships.
Publisher's Weekly (August 2013):
". . . a clear-headed, creative approach to negotiation that is on a par with the canonical texts, Getting to Yes and You Can Negotiate Anything . . . Wheeler's lucid, engaging voice is a major asset, and sample scripts help drive home his points"
Mike Wheeler joined the HBS faculty in 1993 and has taught extensively in its MBA, Executive, and distance learning programs. His highly interactive 8-week/40-hour HBS Online Negotiation Mastery course, has now been taken by leaders, managers, and students from more than 160 countries around the world.
Over the years, Mike served as faculty chair of the MBA first-year program and headed the required Negotiation course. He has also taught The Moral Leader, as well as Leadership, Values, and Decision Making.
In 2001 he was appointed MBA Class of 1952 Professor of Management Practice. In 2004 Mike received the Greenhill Award for his contributions to HBS’s mission. He also has been a Visiting Professor at Harvard Law School and Harvard’s Kennedy School of Government. In 2015 he was named Editor Emeritus of the Negotiation Journal, having been its Editor for twenty years.
Mike’s current research centers on negotiation dynamics, ethics, and the growing impact—for better or worse—of AI and other technology is having on negotiation. He cheerfully admits that over the years he’s become something of a contrarian. Specifically, he’s skeptical about popular one-size-fits-all approaches, whether they’re of the “win-win” or “take no prisoners” variety.
Instead, his view is that great negotiators are also great improvisors. They are agile strategically and quick on their feet moment-to-moment. After all, the people we deal with have their own hands on the steering wheel, too. We can’t dictate where they want to go and how best to get there, any more than we’d let them dominate us. From start to finish, real-time learning and adapting are essential for negotiation success.
Mike’s framework is laid out in his book The Art of Negotiation: How to Improvise Agreement in a Chaotic World. It is now available in a dozen different languages. His other negotiation books include 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 best book on negotiation.
Mike 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. He has also written articles for the Harvard Business Review, the Atlantic, and the New York Times. He has created scores of teaching cases, exercises, and videos, for Harvard Business Publishing. Here is a full list of his publications.
In recent years, Mike has moved beyond print to share his work in a variety of other forms, including a newsletter, The Jazz of Negotiation. He also developed a self-assessment/best practice app—Negotiation 360—available on both Apple and Android devices. And there is a web-based version for classroom use, distributed by Harvard Business Publishing.
Mike also has short audio books on the Scrbd platform which cover topics from preparation to when the time is right for saying yes to a deal. LinkedIn Learning hosts his micro video course, Negotiating with Agility, accessible in several languages. As a LinkedIn Influencer, he has more than 230,000 followers.
Working with HBS’s Baker Library, Mike created Negotiate 1-2-3, an online, multi-media resource that spans openings, critical moments, and closing in negotiation. It is available to the public at no cost. Collaborating with Professor Chis Dede and others at Harvard’s School of Education, Wheeler’s current priority is developing an online negotiation course for disadvantaged and marginalized people.
Mike holds degrees from Amherst College, Boston University, and Harvard Law School. He is a member of the Massachusetts bar, as well. He has been a panelist for the American Arbitration Association, served as a mediator in a variety of business and regulatory disputes. He also chaired the board of the Consensus Building Institute. He has advised corporate clients, not-for-profits, trade organizations, and government agencies on negotiation issues in the United States and abroad.
- Featured Work
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Michael Wheeler, working with the HBS Online team, created Negotiation Mastery: Unlocking Value in the Real World. It is a flexible, highly-interactive online course which prepares participants to close deals that might otherwise be dead-locked, maximize value creation in agreements they reach, and resolve differences before they escalate into costly conflicts. It has been taken by managers, leaders, and students from over 160 countries.
Over 8 weeks of study, participants master fundamental principles of negotiation, learn valuable self-assessment tools, and complete 4 real-time negotiations with members of their global cohort. Negotiation Mastery is offered via HBS Online, the digital learning initiative from Harvard Business School.Drawing on my book, The Art of Negotiation, the Negotiation 1-2-3 web project provides business practitioners, MBA students, and other learners, an interactive, online resource for improving their negotiation skills. The site’s numeric name reflects three key phases of the negotiation process: Opening, Critical Moments, and Closing.
The site features key concepts on negotiation illustrated through text, videos, quizzes, and various other interactive tools. I developed this in partnership with Michael Hemment and his colleagues at HBS’s Baker Library. We are very grateful for the help of HBS’s Media Service team for video production and editing.
Access to the content is open to the public at no cost.
Self-assessment and best practices app for Apple and Android devicesNegotiation 360 an app built for Apple and Android personal devices. It empowers users to track negotiation performance and draw valuable lessons from their own experience. Its interactive features are based on cutting edge theory and proven best practices.
- N360 generates a personalized PROFILE of users' relational and problem-solving skills, highlighting both strengths they can build on and other areas where they can improve.
- Its SCORECARD feature promps users to rate their performance in all their negotiations, documenting what went well and what you might do differently in the future.
- The MY BEST PRACTICES feature complies users' entries and helps them prepare for upcoming negotiations.
- The TRAINING ROOM includes exercises and videos to sharpen users' skills.
How to Improvise Agreement in a Chaotic WorldMichael Wheeler's The Art of Negotiation offers a distinctive, creative approach to negotiation. The process cannot be scripted. Other parties will have their own agendas and ideas about how the interaction should unfold. As a result, negotiation must be improvised on both a strategic and tactical level from start to finish.
That does not mean, however, simply winging it or making things up on the fly. Instead, improvisation is both an art and a discipline. Wheeler discusses strategies for managing uncertainty and constantly changing preferences, needs, and relationships.
Publisher's Weekly (August 2013):
". . . a clear-headed, creative approach to negotiation that is on a par with the canonical texts, Getting to Yes and You Can Negotiate Anything . . . Wheeler's lucid, engaging voice is a major asset, and sample scripts help drive home his points" - Books
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- Wheeler, Michael. The Art of Negotiation: How to Improvise Agreement in a Chaotic World. New York: Simon & Schuster, 2013. View Details
- Menkel-Meadow, Carrie and Michael A. Wheeler, eds. What's Fair? Ethics for Negotiators. San Francisco: Jossey-Bass, 2004. View Details
- Wheeler, Michael A., ed. Business Fundamentals: Negotiation. Boston, MA: Harvard Business School Publishing, 2001. View Details
- Wheeler, Michael A. Teaching Negotiation: Ideas and Innovations. Cambridge, MA: Program on Negotiation at Harvard Law School, 2000. View Details
- Bacow, Lawrence, and Michael A. Wheeler. Environmental Dispute Resolution. New York: Plenum Press, 1984. View Details
- Bacow, Lawrence, Lawrence Susskind, and Michael A. Wheeler. Resolving Environmental Disputes. Cambridge: Schenkman Books, 1983. View Details
- Mayer, Andre, and Michael A. Wheeler. The Crocodile Man: A Case of Brain Chemistry and Criminal Violence. Boston, MA: Houghton Mifflin, 1982. View Details
- Wheeler, Michael A. Divided Children. New York, NY: W. W. Norton & Company, 1980. View Details
- 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
- Wheeler, Michael A. No-Fault Divorce. Boston: Beacon Press, 1974. View Details
- Journal Articles
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- Wheeler, Michael A. "Introduction." Special Issue on Artificial Intelligence, Technology, and Negotiation. Negotiation Journal 37, no. 1 (Winter 2021): 5–12. View Details
- Wheeler, Michael A. "Christo and Jeanne‐Claude: The Negotiation of Art and Vice Versa." Negotiation Journal 36, no. 4 (Fall 2020): 471–487. View Details
- Wheeler, Michael A., and Kimberlyn Leary. "The Luck Factor in Negotiation." Negotiation Journal 36, no. 1 (Winter 2020): 7–12. View Details
- Wheeler, Michael A. "Learning from Practice." Negotiation Journal 32, no. 4 (October 2016): 345–355. View Details
- Wheeler, Michael A. "Learning to Teach Negotiation." Negotiation Journal 31, no. 4 (October 2015): 477–490. View Details
- Wheeler, Michael A. "I Asked HBR Readers How They Negotiate — Here's What I Found." Harvard Business Review (website) (June 3, 2016). View Details
- Wheeler, Michael A. "Assessment: What Kind of Negotiator Are You?" Harvard Business Review (website) (February 5, 2016). View Details
- Wheeler, Michael A. "How to Be an Effective Negotiator." Harvard Business Review (website) (November 16, 2015). View Details
- Wheeler, Michael A. "The Best Negotiators Plan to Think on Their Feet." Harvard Business Review (website) (June 24, 2014). View Details
- Wheeler, Michael A. "The Luck Factor in Great Decisions." Harvard Business Review (website) (November 18, 2013). View Details
- Leary, Kimberlyn, Julianna Pillemer, and Michael Wheeler. "Negotiating with Emotion." Harvard Business Review 91, nos. 1/2 (January–February 2013): 96–103. View Details
- 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
- Wheeler, Michael A. "Three Cheers for Teaching Distributive Bargaining." Negotiation Journal 28, no. 1 (January 2012). View Details
- 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
- Wheeler, Michael A. "Chance and Negotiation." Negotiation 13, no. 3 (September 2010). View Details
- Wheeler, Michael A. "Poise Under Pressure." Negotiation 9, no. 12 (December 2006): 1–3. View Details
- 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
- Wheeler, Michael A., and Lakshmi Balachandra. "What Negotiators Can Learn from Improv Comedy." Negotiation 9, no. 8 (August 2006): 1–3. View Details
- Wheeler, Michael A. "Is Teaching Negotiation Too Easy, Too Hard, or Both?" Negotiation Journal 22, no. 2 (April 2006): 187–197. View Details
- Wheeler, Michael A. "Closing the Deal." Negotiation 9, no. 4 (April 2006): 2–5. View Details
- Wheeler, Michael A. "Want to Pull Ahead of the Competition?" Negotiation 8, no. 10 (October 2005): 9–11. View Details
- Wheeler, Michael A. "Set Off A Chain Reaction." Negotiation 8, no. 6 (June 2005): 4–6. View Details
- Wheeler, Michael A. "Better or Best: Keeping Your Options Open." Negotiation 8, no. 3 (March 2005): 9–11. View Details
- Wheeler, Michael. "Which Comes First? How to Handle Linked Negotiations." Negotiation 8, no. 1 (January 2005). View Details
- Wheeler, Michael. "True or False? Lie Detection at the Bargaining Table." Negotiation 7, no. 11 (November 2004). View Details
- Wheeler, Michael. Too Much of A Good Thing? The Role of Choice in Negotiation"." Negotiation 7, no. 9 (September 2004). View Details
- Wheeler, Michael. "Overcoming Stage Fright: How to Prepare for Negotiation." Negotiation 7, no. 8 (August 2004). View Details
- Wheeler, Michael. "Turn Chaos to Your Advantage." Negotiation 7, no. 4 (April 2004). View Details
- Wheeler, Michael A. "Anxious Moments: Openings in Negotiation." Negotiation Journal 20, no. 2 (April 2004): 153–169. View Details
- Wheeler, Michael. "Fair Enough? An Ethical Fitness Quiz for Negotiators." Negotiation 7, no. 3 (March 2004). View Details
- Wheeler, Michael. "How to Negotiate Successfully Online." Negotiation 7, no. 3 (March 2004). View Details
- 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
- Wheeler, Michael. "Do You Know Where to Look for the Right Cues?" Negotiation 6, no. 12 (December 2003). View Details
- 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
- Wheeler, M. A. "Getting to No." Negotiation Journal 13, no. 3 (September 1997): 227–233. View Details
- 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
- Wheeler, M. A. "Computers and Negotiation: Backing into the Future." Negotiation Journal 11, no. 2 (April 1995): 169–176. View Details
- 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
- Sebenius, James K., and Michael A. Wheeler. "Virtual Strike." Wall Street Journal (September 9, 1994), A16. View Details
- 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
- Wheeler, M. A. "Regional Consensus on Affordable Housing: Yes in My Backyard." Journal of Planning Education and Research 12 (1993): 139–149. View Details
- 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
- Wheeler, M. A., and L. Bacow. "Binding Parties to Agreements in Environmental Disputes." Villanova Environmental Law Journal (1991): 99–109. View Details
- Book Chapters
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- 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
- 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
- Cases and Teaching Materials
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- Wheeler, Michael, and Julianna Pillemer. "A Reconciliation in Northern Ireland." Harvard Business School Case 912-033, March 2012. View Details
- Wheeler, Michael A. "Learning to Negotiate." 2012. View Details
- Wheeler, Michael. "Learning to Negotiate." Harvard Business School Background Note 912-004, September 2011. (Revised December 2014.) View Details
- Wheeler, Michael A. "Discount & Hawkins Openings: Highlights of the Transcript." Harvard Business School Video Supplement 902-225, June 2002. (Revised March 2011.) View Details
- 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
- Wheeler, Michael A. "Note: Moral Decision-Making: Reason, Emotion & Luck (revised) 9-910-029." 2010. View Details
- Wheeler, Michael A. "Deal-crafting Toolkit." Harvard Business School Exercise 801-201, June 2001. (Revised September 2010.) View Details
- 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
- Wheeler, Michael A., and Dana Nelson. "Nonverbal Communication in Negotiation." Harvard Business School Background Note 903-081, February 2003. (Revised September 2009.) View Details
- Wheeler, Michael. "Negotiation Advice: A Synopsis." Harvard Business School Background Note 905-059, January 2005. (Revised February 2018.) View Details
- Wheeler, Michael, James Sebenius, and Marjorie Aaron. "ADR Choices." Harvard Business School Background Note 908-040, March 2008. (Revised June 2012.) View Details
- Wheeler, Michael. "Riggs-Vericomp Negotiation (A) and (B)." Harvard Business School Teaching Note 801-259, November 2000. (Revised October 2019.) View Details
- Wheeler, Michael. "Riggs-Vericomp Negotiation (A):Confidential Information for RIGGS ENGINEERING (Seller)." Harvard Business School Exercise 801-096, July 2000. (Revised October 2019.) View Details
- Wheeler, Michael. "Riggs-Vericomp Negotiation (B): Confidential Information for VERICOMP (Buyer)." Harvard Business School Exercise 801-097, July 2000. (Revised October 2019.) View Details
- 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
- Wheeler, Michael A. "Nonverbal Communication: Distinguishing Truth and Lies." Harvard Business School Multimedia/Video Case 908-702, September 2007. View Details
- Wheeler, Michael A. "Nonverbal Communication: Distinguishing Truth and Lies (TN)." Harvard Business School Teaching Note 908-016, September 2007. View Details
- 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
- Wheeler, Michael A., and Gregory M. Barron. "Negotiation Strategy Simulation (TN)." Harvard Business School Teaching Note 908-013, August 2007. View Details
- "Negotiation Strategy Simulation." Harvard Business School Simulation 908-701, August 2007. View Details
- Wheeler, Michael A., and Georgia Levenson. "Lonestar, TN." Harvard Business School Teaching Note 902-040, June 2002. (Revised October 2005.) View Details
- Wheeler, Michael A. "Guinness PLC: Managing Negotiations." Harvard Business School Case 902-009, August 2001. (Revised August 2005.) View Details
- Wheeler, Michael A., and Georgia Levenson. "Lonestar." Harvard Business School Case 902-006, November 2001. (Revised April 2005.) View Details
- 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
- McGinn, Kathleen, and Michael Wheeler. "Luna Pen (A)." Harvard Business School Case 396-156, November 1995. (Revised February 2017.) View Details
- Sebenius, James K., and Michael A. Wheeler. "Ray Rogers and the Corporate Campaign (B)." Harvard Business School Case 905-055, January 2005. View Details
- Wheeler, Michael A. "Negotiation Choices." Harvard Business School Exercise 905-045, October 2004. (Revised November 2004.) View Details
- Wheeler, Michael A., and Dana Nelson. "NESWC (C)." Harvard Business School Supplement 904-061, January 2004. (Revised September 2004.) View Details
- 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
- Wheeler, Michael A. "NESWC (B)." Harvard Business School Supplement 801-068, June 2001. (Revised January 2004.) View Details
- Wheeler, Michael A. "Negotiation Self-Assessment (TN)." Harvard Business School Teaching Note 904-044, December 2003. View Details
- "Negotiating for Results." Boston, MA: Harvard Business School Publishing Case, 2003. Electronic. View Details
- Wheeler, Michael A. "Presence of Mind." Harvard Business School Background Note 903-009, September 2002. View Details
- Wheeler, Michael A. "Discount & Hawkins Critical Moments: Audio Highlights." Harvard Business School Video Supplement 903-804, September 2002. View Details
- 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
- Wheeler, Michael A., and Gillian Morris. "Discount & Hawkins Critical Moments: Full Transcript, TN." Harvard Business School Teaching Note 903-024, July 2002. View Details
- Wheeler, Michael A. "Discount and Hawkins Exercise TN." Harvard Business School Teaching Note 801-056, June 2001. (Revised July 2002.) View Details
- Wheeler, Michael A. "Discount and Hawkins Exercise: Confidential Instructions for Landlord." Harvard Business School Exercise 898-130, December 1997. (Revised September 2014.) View Details
- Wheeler, Michael A. "Discount and Hawkins Exercise: Confidential Instructions for Tenant." Harvard Business School Exercise 898-131, December 1997. (Revised September 2014.) View Details
- Wheeler, Michael A. "Discount & Hawkins Openings: Video Highlights." Harvard Business School Video Supplement 903-801, July 2002. View Details
- Wheeler, Michael A. "Discount & Hawkins Critical Moments: Full Video." Harvard Business School Video Supplement 903-803, July 2002. View Details
- Wheeler, Michael A. "Salt Harbor TN." Harvard Business School Teaching Note 801-058, June 2001. (Revised June 2002.) View Details
- Wheeler, Michael A. "Salt Harbor: Confidential Information for Easterly." Harvard Business School Exercise 800-077, December 1999. (Revised June 2002.) View Details
- Wheeler, Michael A. "Salt Harbor: Confidential Information for Brims." Harvard Business School Exercise 800-078, December 1999. (Revised June 2002.) View Details
- Wheeler, Michael A., and Carlos Gonzalez. "Note on the Value of Life." Harvard Business School Background Note 902-152, June 2002. View Details
- Wheeler, Michael A. "Discount & Hawkins Openings, TN." Harvard Business School Teaching Note 902-226, June 2002. View Details
- Wheeler, Michael A., and Gillian Morris. "Complexity Theory and Negotiation." Harvard Business School Background Note 902-230, June 2002. View Details
- Wheeler, Michael A. "Negotiation Analysis: An Introduction." Harvard Business School Background Note 801-156, August 2000. (Revised December 2014.) View Details
- Wheeler, Michael A. "Negotiation Self-Assessment." Harvard Business School Exercise 902-218, May 2002. (Revised June 2002.) View Details
- Wheeler, Michael A. "Discount and Hawkins Critical Moments: Video Highlights." Harvard Business School Video Supplement 902-807, June 2002. View Details
- 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
- McGinn, Kathleen, and Michael Wheeler. "Luna Pen (B)." Harvard Business School Supplement 396-157, November 1995. (Revised February 2017.) View Details
- 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
- Wheeler, Michael A. "Ginzel et al v. Kolcraft Enterprises et al (B)." Harvard Business School Supplement 902-184, April 2002. View Details
- Wheeler, Michael A. "Ginzel et al v. Kolcraft Enterprises et al (C)." Harvard Business School Case 902-185, April 2002. View Details
- Wheeler, Michael A., and Georgia Levenson. "Tobacco Negotiations." Harvard Business School Case 899-049, July 1998. (Revised April 2002.) View Details
- 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
- Wheeler, Michael A., and Gillian Morris. "States vs. Microsoft, The." Harvard Business School Background Note 902-177, February 2002. View Details
- 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
- Wheeler, Michael A., and Gillian Morris. "Mediating in the Wake of Disaster." Boston, MA: Harvard Business School Publishing, 2002. View Details
- Wheeler, Michael A., and Gillian Morris. "The States vs. Microsoft." Boston, MA: Harvard Business School Publishing, 2002. View Details
- Wheeler, Michael A., and Gillian Morris. "A Note on Critical Moments in Negotiation." Harvard Business School Background Note 902-163, December 2001. View Details
- Wheeler, Michael A., and Gillian Morris. "Cybersettle." Harvard Business School Case 902-158, December 2001. View Details
- Wheeler, Michael A., Georgia Levenson, and Arturo Corso. "Sexual Harassment Law and Policy." Harvard Business School Background Note 902-007, November 2001. View Details
- Wheeler, Michael A. "Lakeside." Harvard Business School Case 902-104, November 2001. View Details
- Wheeler, Michael A. "Ginzel et al v. Kolcraft Enterprises et al TN." Harvard Business School Teaching Note 902-008, July 2001. View Details
- Wheeler, Michael A. "NESWC (A)." Harvard Business School Case 801-067, June 2001. View Details
- Wheeler, Michael A., and Gillian Morris. "GE's Early Dispute Resolution Initiative (A)." Harvard Business School Case 801-395, June 2001. View Details
- Wheeler, Michael A., and Gillian Morris. "GE's Early Dispute Resolution Initiative (B)." Harvard Business School Supplement 801-453, June 2001. View Details
- 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
- Wheeler, Michael A. "Atlantis-Biovent Negotiation: Confidential Instructions for Atlantis." Harvard Business School Exercise 801-262, November 2000. View Details
- Wheeler, Michael A. "Atlantis-Biovent Negotiation: Confidential Instructions for Biovent." Harvard Business School Exercise 801-263, November 2000. View Details
- 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
- 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
- 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
- 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
- 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
- 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
- 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
- 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
- McGinn, Kathleen, and Michael Wheeler. "Luna Pen (D)." Harvard Business School Supplement 396-395, June 1996. (Revised February 2017.) View Details
- McGinn, Kathleen, and Michael Wheeler. "Luna Pen (C)." Harvard Business School Supplement 898-233, June 1998. (Revised February 2017.) View Details
- Wheeler, Michael A., and Jan Martinez. "Final Offer: Part II." Harvard Business School Case 895-016, December 1994. (Revised February 2000.) View Details
- Wheeler, Michael. "Windham Negotiation: Confidential Information for the Abbott Executor." Harvard Business School Exercise 800-086, January 2000. (Revised October 2014.) View Details
- Wheeler, Michael. "Windham Negotiations: Confidential Information for the Barkley Representative." Harvard Business School Exercise 800-088, January 2000. (Revised October 2014.) View Details
- Wheeler, Michael. "Windham Negotiation: Confidential Information for the Cooperative Savings Bank." Harvard Business School Exercise 800-090, January 2000. (Revised October 2014.) View Details
- Wheeler, Michael. "Windham Negotiation: Confidential Information for Davis Stables." Harvard Business School Exercise 800-091, January 2000. (Revised October 2014.) View Details
- 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
- 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
- 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
- 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
- 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
- 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
- Wheeler, Michael A., and Guhan Subramanian. "Business Incentives." Harvard Business School Background Note 897-045, August 1996. (Revised November 1996.) View Details
- Wheeler, Michael A. "Negotiating the Right to Know: Rhone-Poulenc and Manchester, Texas (B)." Harvard Business School Supplement 895-063, May 1995. View Details
- Research Summary
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Michael Wheeler's research focuses on negotiation as a dynamic process, one in which the capacity to learn and adapt is essential. Even in seemingly simple cases, people's interests, options, and relationships can change significantly. As a result, effective strategy must focus on complex interactions among the parties themselves and changing external environments. Theory-building in this domain draws on a wide range of disciplines and fields from complexity science and military strategy, to pyschoanalysis and jazz. It focuses on critical moments in negotiation -- tipping points, if you will -- and on how improvisation advances influence the overall process. This work is reflected in his elective MBA course, Negotiation, and his teaching in executive programs.
Whenever people and organizations negotiate, they implicitly decide what -- if anything -- they owe their counterparts in regard to candor, distributional fairness, and the possible use of pressure. The deals that they reach may also have impacts on stakeholders who are not at the table. Michael Wheeler and Carrie-Menkel Meadow explored such issues in their book, What's Fair? Ethics for Negotiators.
Wheeler has also developed exercises and cases illuminating ethical issues for graduate students and corporate managers. His parallel interest in how reason, emotion, and luck influence our moral choices is reflected in The Moral Leader course which he and other colleagues teach.
Disputes between organizations and among individuals are an all-too-familiar feature of modern life. Lengthy court proceedings consume resources, damage relationships, and often yield outcomes that do not fully satisfy the real needs of the litigants. As a result, there is growing interest in the appropriate use of mediation, arbitration, and other out-of-court settlement processes.
Michael Wheeler has taught Mediation & Consensus Building the Harvard Law School. He has particular interest in innovative corporate policies and procedures that encourage early, efficient resolution of disputes between and within organizations. This includes the design of new on-line settlement systems, as well as consensus-building initiatives to resolve contentious public-policy cases.
Primary Topics: complexity, dispute resolution, ethics, improvisation, moral leadership, negotiation, psychodynamics
Additional Topics: alliances, cognition, conflict, creativity, crisis management, decision-making, electronic commerce, emotion, environment, interactions, law, organizational learning, partnerships, power and influence, relationships, systems design, teams
Industries: arts, construction, e-commerce industry, energy, federal government, internet, law, nonprofit industry, pharmaceuticals, publishing industry, real estate, service industry, sports, state government, utilities
Geographical Areas: Canada, Italy, North America, United Kingdom, United States
- Awards & Honors
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Received the 2004 Robert F. Greenhill Award.Winner of the 1984 Best Negotiation Book of the Year from the International Institute for Conflict Prevention & Resolution-Alternative Dispute Resolution (CPR-ADR) for Environmental Dispute Resolution with Lawrence S. Bacow (Plenum Press).
- Areas of Interest
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- dispute resolution
- moral leadership
- negotiation
- alliances
- cognition
- conflict management
- creativity
- crisis management
- decision support
- decision-making
- electronic commerce
- environment
- ethics
- law
- organizational learning
- partnerships
- power and influence
- relationships
- systems design
- teams
- arts
- construction
- e-commerce industry
- energy
- federal government
- green technology
- internet
- legal services
- nonprofit industry
- petroleum
- pharmaceuticals
- publishing industry
- real estate
- service industry
- sports
- state government
- utilities
- Canada
- Italy
- North America
- United Kingdom
- United States
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