Publications

October 2009
Supplement

ADR Choices Video (Alternative Dispute Resolution Vignettes)

By: James K. Sebenius and Michael A. Wheeler

Keywords: Media

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

September 2007
Case

Nonverbal Communication: Distinguishing Truth and Lies

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

September 2007
Teaching Note

Nonverbal Communication: Distinguishing Truth and Lies (TN)

Keywords: Trust; Interpersonal Communication; Nonverbal Communication

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

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

August 2007
Simulation

Negotiation Strategy Simulation

By: Michael A. Wheeler and Gregory M. Barron

Keywords: Negotiation; Strategy

December 2006
Article

Poise Under Pressure

Article

Origins of a Classic: Getting to Yes Turns 25

By: Michael A. Wheeler and Nancy J. Waters

August 2006
Article

What Negotiators Can Learn from Improv Comedy

By: Michael A. Wheeler and Lakshmi Balachandra

Keywords: Negotiation; Entertainment

April 2006
Article

Closing the Deal

April 2006
Article

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

Keywords: Teaching; Negotiation

October 2005
Article

Want to Pull Ahead of the Competition?

Keywords: Competition

June 2005
Article

Set Off A Chain Reaction

March 2005
Article

Better or Best: Keeping Your Options Open

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

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