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    The Art of Negotiation

    Michael 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... View Details
    • 13 Dec 2024
    • News

    Know Your HBS Staff: Scott Moore

    • 05 Feb 2014
    • News

    Emotions as a negotiating tool

    • 12 Aug 2021
    • News

    How To Talk Gooder

    • Research Summary

    Negotiation Complexity

    By: Michael A. Wheeler
    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... View Details
    • January 2022 (Revised October 2022)
    • Case

    Second Harvest Heartland: Ending Hunger Together

    By: V. Kasturi Rangan and Courtney Han
    In March 2020, Second Harvest Heartland, one of six Foodbanks serving Minnesota, was caught in the COVID-19 emergency with considerably more people exposed to hunger and food insecurity. Its management team led by CEO Allison O’Toole and COO Thierry Ibri alertly... View Details
    Keywords: COVID-19 Pandemic; Food Insecurity; Social Enterprise; Food; Health Pandemics; Crisis Management; Strategy; Adaptation; Social Issues; Mission and Purpose; Decision Making; United States; Minnesota
    Related
    • June 2017
    • Teaching Note

    IBM Transforming, 2012–2016: Ginni Rometty Steers Watson

    By: Rosabeth Moss Kanter and Jonathan Cohen
    Ginni Rometty, who became IBM CEO in 2012, led efforts to transform the company around cognitive computing and the AI platform Watson. This Teaching Note helps instructors understand and teach the Harvard Business School case “IBM Transforming, 2012–2016: Ginni Rometty... View Details
    Keywords: Digital; Technological Change; Artificial Intelligence; Data; IBM; Watson; Internet Of Things; Innovation and Invention; Management; Sales; Information Technology; Technological Innovation; Transformation; AI and Machine Learning
    Related
    • October 23, 2013
    • Article

    Banyan Family Business Advisors On The Keys to Long-Term Resilience

    By: Josh Baron and Rob Lachenauer
    Family businesses have been found to excel in resilience during economic downturns compared to publicly-traded ones. This is attributed to their focus on resilience over performance. Key qualities of resilient family firms include managing low debt, practicing... View Details
    Keywords: Performance Consistency; Economic Slowdown and Stagnation; Family Ownership; Family Business; Values and Beliefs; Business Strategy
    Related
    • April 2020
    • Case

    Cockpit Dynamics in Air France 447 and United 232

    By: Amy C. Edmondson and Joshua Raymond
    This case compares leadership and team dynamics between the cockpit crews in two renowned passenger airline crashes, twenty years apart: Air France 447 in 2009 and United 232 in 1989. The key dimensions of difference across the cases include organization and task... View Details
    Keywords: Teams; Team Launch; Crisis Management; Groups and Teams; Leadership; Communication; Air Transportation Industry
    Related
    • 2014
    • Article

    Why Was Boston Strong?: Law Enforcement Lessons from the Boston Marathon Bombing

    By: Dutch Leonard, Christine M. Cole and Arnold M. Howitt
    On April 15, 2013, at 2:49 pm, an improvised explosive device (IED) detonated near the finish line of the Boston Marathon. Three people died, and more than 260 others needed hospital care, many having lost limbs or suffered horrific wounds. Those explosions began about... View Details
    Keywords: Boston Marathon Bombing; Disaster Response; Emergency Management; Crisis Management; Law Enforcement
    Related
    • Article

    Look 'Outside the Building' for the Future of Leadership

    By: Rosabeth M. Kanter
    The author discusses what she terms “outside the building” issues, such as climate change, pandemics, and racial/gender justice. These complex issues are “beyond the boundaries of single organizations.” As she writes, “I call this new leadership for the future... View Details
    Keywords: Change Leadership; Advanced Leadership; Innovation; Complex Systems; Impact; Leadership; Change; Leading Change; Innovation Leadership
    Related

      Michael A. Wheeler

      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... View Details

      Keywords: 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
      • January 2020
      • Case

      A Tough Call: SEAL Team Leader in Kandahar (A)

      By: George A. Riedel
      The case, which is a disguised version of real events, is set in Kandahar, Afghanistan (2013) during the long running Afghan war. Lt. Paul Rickson, a Navy SEAL Platoon Commander, is leading a team of 30 U.S. and Afghan soldiers on a mission to clear hostile forces in... View Details
      Keywords: War; Leadership; Risk and Uncertainty; Safety; Decision Choices and Conditions; Afghanistan
      Related
      • 29 Sep 2022
      • Op-Ed

      Inclusive Leadership Advice: Get Comfortable With the Uncomfortable

      Gibson. To help us, we brought on stage a group of performers from Second City, the Chicago-based company that established the first ongoing improvisational theater troupe. Second City is the place where Tina Fey, Bill Murray, and many... View Details
      Keywords: by Francesca Gino
      • 19 Dec 2023
      • Research & Ideas

      15 Podcast Episodes That Grabbed Listeners in 2023

      how Apple's financial model contributes to its success and illustrates a critical lesson about risk management. Mike Wheeler on the Jazz of Negotiation Mike Wheeler, who retired as the MBA Class of 1952 Professor of Management Practice, speaks about how negotiation's... View Details
      Keywords: by Danielle Kost
      • 29 Jan 2018
      • Book

      How 'Teaming' Saved 33 Lives in the Chilean Mining Disaster

      Matthews came to the site, and, working with several other strangers, discovered that his measurements were inconsistent with those of other groups; a rapidly improvised set of experiments showed that his equipment was most accurate.... View Details
      Keywords: by Amy C. Edmondson; Mining
      • 13 Apr 2009
      • Research & Ideas

      Kind of Blue: Pushing Boundaries with Miles Davis

      firm specializing in improvisational collaboration and communication in high-performance teams. In their case, "Miles Davis: Kind of Blue", they reflect on the beauty of the music as well as the unusual story behind its... View Details
      Keywords: by Martha Lagace; Music
      • 04 Sep 2017
      • Blog Post

      HBS Startup Bootcamp and Founders Unfiltered

      out, but rather they continuously experimented and improvised to keep pushing forward. And sure enough, they had the same doubts and fears that stopped me from pursuing my own ideas. As I listened, the wall of intimidation that stood... View Details
      • 11 May 2009
      • Research & Ideas

      The IT Leader’s Hero Quest

      a new CEO, IVK had woken up to a realization of its current size and the consequent need for a new style of management. The company would mature into a grownup financial services firm. What had been a freewheeling, improvisational... View Details
      Keywords: by Martha Lagace
      • 10 Sep 2001
      • Research & Ideas

      Do You Have Change Fatigue?

      that Kanter calls IKIWISI (I'll know it when I see it). She compares it to improvisational theatre: you make the best judgment you can in the moment and remain prepared to adjust to whatever new conditions arise. "Personally, I hate... View Details
      Keywords: by Nick Morgan