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      • Faculty Publications  (770)

      by Michael WheelerRemove by Michael Wheeler →

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      • February 1999 (Revised August 1999)
      • Case

      Michael Brown: Negotiating Slots at Foxwoods (B)

      By: James K. Sebenius
      The approach taken by Michael Brown and Governor Lowell Weicker and the means by which the agreement's sustainability was enhanced in the face of attacks by other gaming operators are detailed. View Details
      Keywords: Games, Gaming, and Gambling; Agreements and Arrangements; Government and Politics; Entertainment and Recreation Industry; Connecticut
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      Sebenius, James K. "Michael Brown: Negotiating Slots at Foxwoods (B)." Harvard Business School Case 899-235, February 1999. (Revised August 1999.)
      • July 1998 (Revised April 2002)
      • Case

      Tobacco Negotiations

      By: Michael A. Wheeler and Georgia Levenson
      Chronicles the negotiation of the proposed national settlement between the states and the five major U.S. tobacco companies. View Details
      Keywords: Negotiation Types; Negotiation Process; Business and Government Relations; Consumer Products Industry; United States
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      Wheeler, Michael A., and Georgia Levenson. "Tobacco Negotiations." Harvard Business School Case 899-049, July 1998. (Revised April 2002.)
      • 1998
      • Book

      Competing by Design: The Power of Organizational Architectures

      By: D. Nadler and Michael Tushman
      Keywords: Organizational Design
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      Nadler, D., and Michael Tushman. Competing by Design: The Power of Organizational Architectures. NY: Oxford University Press, 1998.
      • June 1998 (Revised February 2017)
      • Supplement

      Luna Pen (C)

      By: Kathleen McGinn and Michael Wheeler
      Supplements the (A) and (B) cases. View Details
      Keywords: Taiwan; Germany
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      McGinn, Kathleen, and Michael Wheeler. "Luna Pen (C)." Harvard Business School Supplement 898-233, June 1998. (Revised February 2017.)
      • May 1998
      • Case

      Negotiating the Right to Know: Rhone-Poulenc and Manchester, Texas (A-2)

      By: Michael A. Wheeler
      Supplements the (A1) case. A rewritten version of an earlier case. View Details
      Keywords: Chemical Industry; United States
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      Wheeler, Michael A. "Negotiating the Right to Know: Rhone-Poulenc and Manchester, Texas (A-2)." Harvard Business School Case 898-258, May 1998.
      • March 1998 (Revised December 2005)
      • Case

      Beta Golf

      By: William A. Sahlman, Michael J. Roberts and Laurence E. Katz
      The Beta Group is a technology incubator in Menlo Park, CA that has successfully built a portfolio of businesses in the medical, consumer products, and industrial technology sectors by systematically matching proprietary technologies to unmet market needs. Beta has... View Details
      Keywords: Business Strategy; Investment; Financial Strategy; Information Technology; Commercialization
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      Sahlman, William A., Michael J. Roberts, and Laurence E. Katz. "Beta Golf." Harvard Business School Case 898-162, March 1998. (Revised December 2005.)
      • March 1998 (Revised April 1998)
      • Case

      Egon Zehnder International: Implementing Practice Groups

      By: Michael Y. Yoshino, Carin-Isabel Knoop and Cate Reavis
      Since its creation in 1964, executive search firm Egon Zehnder International (EZI) marketed its consultants as "generalists." As searches became more global and industry-specific in the 1990s, CEO Daniel Meiland decided the firm needed to offer specialized services. By... View Details
      Keywords: Business Units; Global Strategy; Leadership; Brands and Branding; Service Operations; Organizational Structure; Consulting Industry; Service Industry
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      Yoshino, Michael Y., Carin-Isabel Knoop, and Cate Reavis. "Egon Zehnder International: Implementing Practice Groups." Harvard Business School Case 398-052, March 1998. (Revised April 1998.)
      • March 1998 (Revised March 1999)
      • Case

      Dell Online

      By: V. Kasturi Rangan and Marie Bell
      Dell started online commerce for its PCs in 1996, and by 1997 had achieved a sales rate of $3 million a day. The case describes the internal process that led to these dramatic results and poses the question of how the firm should leverage this activity to meet Michael... View Details
      Keywords: Consumer Behavior; Market Transactions; Goals and Objectives; Business Processes; Distribution Channels; Internet and the Web; Information Infrastructure; Competitive Advantage; Computer Industry; Retail Industry
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      Rangan, V. Kasturi, and Marie Bell. "Dell Online." Harvard Business School Case 598-116, March 1998. (Revised March 1999.)
      • December 1997 (Revised September 2014)
      • Exercise

      Discount and Hawkins Exercise: Confidential Instructions for Landlord

      By: Michael A. Wheeler
      This simulation involves a negotiation between a real estate developer and a prospective anchor tenant in a proposed shopping center. Students are assigned roles, given confidential information, and asked to try to break the impasse over the "use, assignment, and... View Details
      Keywords: Negotiation; Leasing; Real Estate Industry
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      Wheeler, Michael A. "Discount and Hawkins Exercise: Confidential Instructions for Landlord." Harvard Business School Exercise 898-130, December 1997. (Revised September 2014.)
      • December 1997 (Revised September 2014)
      • Exercise

      Discount and Hawkins Exercise: Confidential Instructions for Tenant

      By: Michael A. Wheeler
      This simulation involves a negotiation between a real estate developer and a prospective anchor tenant in a proposed shopping center. Students are assigned roles, given confidential information, and asked to try to break the impasse over the "use, assignment, and... View Details
      Keywords: Negotiation; Leasing
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      Wheeler, Michael A. "Discount and Hawkins Exercise: Confidential Instructions for Tenant." Harvard Business School Exercise 898-131, December 1997. (Revised September 2014.)
      • November 1997 (Revised October 1999)
      • Teaching Note

      Land Assembly and Negotiation TN

      By: Michael A. Wheeler and Georgia Levenson
      Teaching Note for (1-898-024). View Details
      Keywords: New York (state, US); New Jersey
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      Wheeler, Michael A., and Georgia Levenson. "Land Assembly and Negotiation TN." Harvard Business School Teaching Note 898-025, November 1997. (Revised October 1999.)
      • October 1997 (Revised September 2000)
      • Teaching Note

      Disney (A), (B), (C) and (D) TN

      By: Michael A. Wheeler and Georgia Levenson
      Teaching Note for (9-898-018), (9-898-019), (9-898-020), and (9-898-021). View Details
      Keywords: California
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      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.)
      • October 1997 (Revised September 2000)
      • Case

      Disney (A): From Disneyland to Disney World—Learning the Art of Land Assembly

      By: Michael A. Wheeler and Georgia Levenson
      Walt Disney is contemplating sites for a new theme park, building on the success of Disneyland in Anaheim. The focus is on Disney's strategy for land negotiation and acquisition, which is informed by his experience with the Anaheim park. View Details
      Keywords: Negotiation Types; Negotiation Tactics; Acquisition; Tourism Industry; Entertainment and Recreation Industry; California
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      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.)
      • October 1997 (Revised September 2000)
      • Case

      Disney (B): The Third Battle of Bull Run

      By: Michael A. Wheeler and Georgia Levenson
      The saga of Disney's efforts to build a theme park in Manassas, Va. in the early 1990s is told. Disney's strategy against the various opponents of the project is presented. View Details
      Keywords: Negotiation Types; Tourism Industry; Entertainment and Recreation Industry; United States
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      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.)
      • October 1997 (Revised January 2008)
      • Case

      Asda (A)

      By: Michael Beer and James Weber
      In the mid-1980s, Asda was one of the most successful retail companies in the United Kingdom. By 1991, the chain of 200 grocery stores had a lack of direction, a demoralized workforce, declining profits, rising debt, collapsing stock price, and was facing bankruptcy.... View Details
      Keywords: Restructuring; Insolvency and Bankruptcy; Crisis Management; Management Teams; Business Strategy; Retail Industry; Food and Beverage Industry; United Kingdom
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      Beer, Michael, and James Weber. "Asda (A)." Harvard Business School Case 498-005, October 1997. (Revised January 2008.)
      • October 1997 (Revised May 1998)
      • Supplement

      Asda (B)

      By: Michael Beer and James Weber
      Describes Archie Norman's efforts over a five-year period to turn around the company by regaining financial control, delivering management, creating experimental projects where individuals felt free to innovate, instituting a back-to-roots strategy that put customers... View Details
      Keywords: Change Management; Customer Relationship Management; Governance Controls; Innovation and Invention; Management; Service Delivery; Organizational Culture; Strategy; Food and Beverage Industry; Retail Industry
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      Beer, Michael, and James Weber. "Asda (B)." Harvard Business School Supplement 498-007, October 1997. (Revised May 1998.)
      • July 1997 (Revised December 1997)
      • Case

      Allentown Materials Corporation: The Electronic Products Division (A)

      By: Michael Beer
      A division of Allentown Materials Corp. has financial and organizational problems. Conflict and lack of coordination exist between functional groups. Employees do not have a sense of direction, and morale is low. The cause of these problems is found in a change in... View Details
      Keywords: Change Management; Transformation; Employees; Working Conditions; Business or Company Management; Organizational Change and Adaptation; Electronics Industry
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      Beer, Michael. "Allentown Materials Corporation: The Electronic Products Division (A)." Harvard Business School Case 498-023, July 1997. (Revised December 1997.)
      • July 1997
      • Case

      Allentown Materials Corporation: The Electronic Products Division (B)

      By: Michael Beer
      Focuses on the recommendations and implementation strategy made by the organizational development group to address the division's problems. A rewritten version of an earlier case. View Details
      Keywords: Change Management; Strategy; Organizational Change and Adaptation; Electronics Industry; United States
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      Beer, Michael. "Allentown Materials Corporation: The Electronic Products Division (B)." Harvard Business School Case 498-024, July 1997.
      • June 1997 (Revised September 2000)
      • Teaching Note

      Lynton V. Harris & Madison "Scare" Garden (A), (B) TN

      By: Michael A. Wheeler and Georgia Levenson
      Teaching Note for (9-897-143) and (9-897-144). View Details
      Keywords: Negotiation; Contracts; Profit Sharing; Risk and Uncertainty; Negotiation Participants; Entertainment and Recreation Industry; Australia; New York (city, NY)
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      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.)
      • February 1997 (Revised May 1998)
      • Case

      3M: Negotiating Air Pollution Credits (A)

      By: Michael A. Wheeler and Thomas Dretler
      A proposed trade of air pollution emission credits between 3M (now Imation) and Procter and Gamble is described. Though such trading is encouraged under federal environmental laws, 3M had adopted a company-wide policy against such deals. Procter and Gamble needs the... View Details
      Keywords: Conflict of Interests; Negotiation Types; Pollutants; Negotiation Participants; Laws and Statutes; Policy; Government and Politics; United States
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      Wheeler, Michael A., and Thomas Dretler. "3M: Negotiating Air Pollution Credits (A)." Harvard Business School Case 897-134, February 1997. (Revised May 1998.)
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