Michael A. Wheeler - Publications - Faculty & Research

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... View Details

Keywords: Ethics; Lawsuits and Litigation; Attorney and Client Relationships; Policy; Corporate Disclosure; Negotiation

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January 2004
Article

Rocks and Hard Places: Managing Two Tensions in Negotiation

By: Michael A. Wheeler and Dana Nelson

Keywords: Management; Negotiation

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December 2003
Teaching Note

Negotiation Self-Assessment (TN)

By: Michael A. Wheeler

Teaching Note to (9-902-218). View Details

Keywords: Negotiation Style; Performance Evaluation; Personal Characteristics

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Article

Do You Know Where to Look for the Right Cues?

By: Michael Wheeler

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February 2003 (Revised September 2009)
Background Note

Nonverbal Communication in Negotiation

By: 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... View Details

Keywords: Nonverbal Communication; Negotiation Participants; Situation or Environment; Behavior; Power and Influence

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January 2003
Article

Crossing the Threshold: First Impressions in Psychoanalysis and Negotiation

By: Kimberlyn Leary and Michael A. Wheeler

Keywords: Health; Negotiation

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2003
Case

Negotiating for Results

By: James K. Sebenius, Michael A. Wheeler, Danny Ertel, Deborah M. Kolb, Judith Williams, Ron Fortgang and David Lax

Keywords: Negotiation; Success

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September 2002
Background Note

Presence of Mind

By: 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... View Details

Keywords: Management Skills; Negotiation Tactics; Negotiation Style; Interpersonal Communication; Decision Making

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