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    • All HBS Web  (120,073)
      • Faculty Publications  (154)

      Wheeler, Michael A.Remove Wheeler, Michael A. →

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      • April 2010 (Revised November 2010)
      • Background Note

      Moral Decision-Making: Reason, Emotion & Luck

      By: 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. View Details
      Keywords: Decision Making; Moral Sensibility; Leadership; Science; Emotions
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      Wheeler, Michael A., and Julianna Pillemer. "Moral Decision-Making: Reason, Emotion & Luck." Harvard Business School Background Note 910-029, April 2010. (Revised November 2010.)
      • October 2009
      • Supplement

      ADR Choices Video (Alternative Dispute Resolution Vignettes)

      By: James K. Sebenius and Michael A. Wheeler
      Keywords: Media
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      Sebenius, James K., and Michael A. Wheeler. "ADR Choices Video (Alternative Dispute Resolution Vignettes)." Harvard Business School Video Supplement 910-701, October 2009.
      • March 2008 (Revised June 2012)
      • Background Note

      ADR Choices

      By: 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... View Details
      Keywords: Lawsuits and Litigation; Managerial Roles; Negotiation; Agreements and Arrangements; Conflict Management
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      Wheeler, Michael, James Sebenius, and Marjorie Aaron. "ADR Choices." Harvard Business School Background Note 908-040, March 2008. (Revised June 2012.)
      • September 2007
      • Case

      Nonverbal Communication: Distinguishing Truth and Lies

      By: 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. View Details
      Keywords: Nonverbal Communication; Competency and Skills; Moral Sensibility; Emotions; Trust
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      Wheeler, Michael A. "Nonverbal Communication: Distinguishing Truth and Lies." Harvard Business School Multimedia/Video Case 908-702, September 2007.
      • September 2007
      • Teaching Note

      Nonverbal Communication: Distinguishing Truth and Lies (TN)

      By: Michael A. Wheeler
      Keywords: Trust; Interpersonal Communication; Nonverbal Communication
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      Wheeler, Michael A. "Nonverbal Communication: Distinguishing Truth and Lies (TN)." Harvard Business School Teaching Note 908-016, September 2007.
      • August 2007
      • Teaching Note

      Negotiation Strategy Simulation (TN)

      By: 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. View Details
      Keywords: Negotiation; Strategy
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      Wheeler, Michael A., and Gregory M. Barron. "Negotiation Strategy Simulation (TN)." Harvard Business School Teaching Note 908-013, August 2007.
      • August 2007 (Revised September 2007)
      • Background Note

      Negotiation Strategy: Pattern Recognition Game

      By: 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... View Details
      Keywords: Negotiation; Behavior; Conflict and Resolution; Power and Influence; Strategy; Competition; Cooperation
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      Barron, Gregory M., and Michael A. Wheeler. "Negotiation Strategy: Pattern Recognition Game." Harvard Business School Background Note 908-015, August 2007. (Revised September 2007.)
      • August 2007
      • Simulation

      Negotiation Strategy Simulation

      By: Michael A. Wheeler and Gregory M. Barron
      Keywords: Negotiation; Strategy
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      "Negotiation Strategy Simulation." Harvard Business School Simulation 908-701, August 2007.
      • December 2006
      • Article

      Poise Under Pressure

      By: Michael A. Wheeler
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      Wheeler, Michael A. "Poise Under Pressure." Negotiation 9, no. 12 (December 2006): 1–3.
      • Article

      Origins of a Classic: Getting to Yes Turns 25

      By: Michael A. Wheeler and Nancy J. Waters
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      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.
      • August 2006
      • Article

      What Negotiators Can Learn from Improv Comedy

      By: Michael A. Wheeler and Lakshmi Balachandra
      Keywords: Negotiation; Entertainment
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      Wheeler, Michael A., and Lakshmi Balachandra. "What Negotiators Can Learn from Improv Comedy." Negotiation 9, no. 8 (August 2006): 1–3.
      • April 2006
      • Article

      Closing the Deal

      By: Michael A. Wheeler
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      Wheeler, Michael A. "Closing the Deal." Negotiation 9, no. 4 (April 2006): 2–5.
      • April 2006
      • Article

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

      By: Michael A. Wheeler
      Keywords: Teaching; Negotiation
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      Wheeler, Michael A. "Is Teaching Negotiation Too Easy, Too Hard, or Both?" Negotiation Journal 22, no. 2 (April 2006): 187–197.
      • October 2005
      • Article

      Want to Pull Ahead of the Competition?

      By: Michael A. Wheeler
      Keywords: Competition
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      Wheeler, Michael A. "Want to Pull Ahead of the Competition?" Negotiation 8, no. 10 (October 2005): 9–11.
      • June 2005
      • Article

      Set Off A Chain Reaction

      By: Michael A. Wheeler
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      Wheeler, Michael A. "Set Off A Chain Reaction." Negotiation 8, no. 6 (June 2005): 4–6.
      • March 2005
      • Article

      Better or Best: Keeping Your Options Open

      By: Michael A. Wheeler
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      Wheeler, Michael A. "Better or Best: Keeping Your Options Open." Negotiation 8, no. 3 (March 2005): 9–11.
      • January 2005 (Revised February 2018)
      • Background Note

      Negotiation Advice: A Synopsis

      By: 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,... View Details
      Keywords: Negotiation; Research
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      Wheeler, Michael. "Negotiation Advice: A Synopsis." Harvard Business School Background Note 905-059, January 2005. (Revised February 2018.)
      • January 2005 (Revised February 2005)
      • Case

      Ray Rogers and the Corporate Campaign (A)

      By: 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... View Details
      Keywords: Strategy; Negotiation Preparation; Negotiation Tactics; Labor Unions; Labor and Management Relations; Manufacturing Industry; United States
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      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.)
      • January 2005
      • Case

      Ray Rogers and the Corporate Campaign (B)

      By: James K. Sebenius and Michael A. Wheeler
      Supplements the (A) case. A rewritten version of an earlier case. View Details
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      Sebenius, James K., and Michael A. Wheeler. "Ray Rogers and the Corporate Campaign (B)." Harvard Business School Case 905-055, January 2005.
      • Article

      Which Comes First? How to Handle Linked Negotiations

      By: Michael Wheeler
      Keywords: Negotiation
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      Wheeler, Michael. "Which Comes First? How to Handle Linked Negotiations." Negotiation 8, no. 1 (January 2005).
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