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  • January 2002 (Revised April 2015)
  • Background Note

A Note on Maneuvering in War and Negotiation

By: Michael Wheeler and Gillian Morris
Military metaphors are commonplace in business writing about strategy, but they are rarely used in the negotiation literature. This case takes the Marine Corps philosophy of warfighting and compares it with the tactics and techniques of effective negotiators. Some of... View Details
Keywords: Negotiation Tactics; Situation or Environment; Conflict and Resolution; War; Adaptation
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Wheeler, Michael, and Gillian Morris. "A Note on Maneuvering in War and Negotiation." Harvard Business School Background Note 902-157, January 2002. (Revised April 2015.)
  • November, 2016
  • Article

Fixing Discrimination in Online Marketplaces

By: Ray Fisman and Michael Luca
Online marketplaces such as eBay, Uber, and Airbnb have the potential to reduce racial, gender, and other forms of bias that affect the off-line world. And in the early days of Internet commerce, the relative anonymity of transactions did make it harder for... View Details
Keywords: Prejudice and Bias; Digital Platforms; Internet and the Web; Race; Gender
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Fisman, Ray, and Michael Luca. "Fixing Discrimination in Online Marketplaces." Harvard Business Review 94, no. 12 (November, 2016): 88–95.
  • June 1996 (Revised February 2017)
  • Supplement

Luna Pen (D)

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 (D)." Harvard Business School Supplement 396-395, June 1996. (Revised February 2017.)
  • 2010
  • Working Paper

CREATING LEADERS WORKSHOP: Mastering the Principles and Effective Delivery of 'The Ontological Leadership Course' (PDF File of PowerPoint Slides)

By: Werner Erhard, Michael C. Jensen, Kari L. Granger and Joseph J. DiMaggio M.D.
This workshop is designed to support participants in gaining mastery in the delivery of our new course: "Being A Leader and the Effective Exercise of Leadership: An Ontological Model." The Workshop was delivered at the United States Air Force Academy (July 13 - 16,... View Details
Keywords: Curriculum and Courses; Values and Beliefs; Globalization; Policy; Leadership Development; Goals and Objectives; Performance Capacity; Social and Collaborative Networks
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Erhard, Werner, Michael C. Jensen, Kari L. Granger, and Joseph J. DiMaggio M.D. "CREATING LEADERS WORKSHOP: Mastering the Principles and Effective Delivery of 'The Ontological Leadership Course' (PDF File of PowerPoint Slides)." Harvard Business School Working Paper, No. 11-002, October 2010.
  • 20 Dec 2016
  • First Look

December 20, 2016

forthcoming Research in Organizational Behavior The Dynamic Componential Model of Creativity and Innovation in Organizations: Making Progress, Making Meaning By: Amabile, Teresa M., and Michael G. Pratt Abstract—Leveraging insights gained... View Details
Keywords: Carmen Nobel
  • November 1995 (Revised February 2017)
  • Supplement

Luna Pen (B)

By: Kathleen McGinn and Michael Wheeler
Presents a series of multiple choice options to be distributed and discussed in class. View Details
Keywords: Decisions; Strategy; Negotiation Tactics; Performance Evaluation; Gender; Culture; Power and Influence; Germany; Taiwan
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McGinn, Kathleen, and Michael Wheeler. "Luna Pen (B)." Harvard Business School Supplement 396-157, November 1995. (Revised February 2017.)
  • 29 Apr 2014
  • First Look

First Look: April 29

risks. Download working paper: http://ssrn.com/abstract=2332106 Pricing and Efficiency in the Market for IP Addresses By: Edelman, Benjamin, and Michael Schwarz Abstract—We consider market rules for transferring IP addresses, numeric... View Details
Keywords: Sean Silverthorne
  • 2019
  • Article

Overcoming Cultural Resistance to Open Source Innovation

By: John Winsor, Jin Hyun Paik, Michael Tushman and Karim R. Lakhani
Purpose: This article offers insight on how to effectively help incumbent organizations prepare for global business shifts to open source and digital business models.
Design/methodology/approach: Discussion related to observation, experience and case studies... View Details
Keywords: Open Source Innovation; Organizational Culture; Organizational Change and Adaptation; Business Model; Technological Innovation; Collaborative Innovation and Invention
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Winsor, John, Jin Hyun Paik, Michael Tushman, and Karim R. Lakhani. "Overcoming Cultural Resistance to Open Source Innovation." Strategy & Leadership 47, no. 6 (2019): 28–33.
  • September 2023
  • Article

Addressing Vaccine Hesitancy: Experimental Evidence from Nine Countries during the COVID-19 Pandemic

By: Vincenzo Galasso, Vincent Pons, Paola Profeta, Martin McKee, David Stuckler, Michael Becher, Sylvain Brouard and Martial Foucault
We study the impact of public health messages on intentions to vaccinate and vaccination uptakes, especially among hesitant groups. We performed an experiment comparing the effects of egoistic and altruistic messages on COVID-19 vaccine intentions and behaviour. We... View Details
Keywords: COVID-19; Vaccination; Vaccine Hesitancy; Information Campaigns; Health Pandemics; Behavior; Information
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Galasso, Vincenzo, Vincent Pons, Paola Profeta, Martin McKee, David Stuckler, Michael Becher, Sylvain Brouard, and Martial Foucault. "Addressing Vaccine Hesitancy: Experimental Evidence from Nine Countries during the COVID-19 Pandemic." BMJ Global Health 8, no. 9 (September 2023).
  • November 2001 (Revised July 2002)
  • Case

Discount and Hawkins Critical Moments: Full Transcript

By: Michael A. Wheeler and Gillian Morris
This case presents a transcript of two professional negotiators of the Discount and Hawkins real estate negotiations. It highlights the challenges of creating value for both sides in the deal and provides a glimpse of how one set of professionals structured an... View Details
Keywords: Agreements and Arrangements; Value Creation; Problems and Challenges; Negotiation Participants; Real Estate Industry
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Wheeler, Michael A., and Gillian Morris. "Discount and Hawkins Critical Moments: Full Transcript." Harvard Business School Case 902-124, November 2001. (Revised July 2002.)
  • August 1996 (Revised November 1996)
  • Background Note

Business Incentives

By: Michael A. Wheeler and Guhan Subramanian
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Wheeler, Michael A., and Guhan Subramanian. "Business Incentives." Harvard Business School Background Note 897-045, August 1996. (Revised November 1996.)
  • 2002
  • Other Teaching and Training Material

The States vs. Microsoft

By: Michael A. Wheeler and Gillian Morris
Keywords: Lawsuits and Litigation; Business and Government Relations
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Wheeler, Michael A., and Gillian Morris. "The States vs. Microsoft." Boston, MA: Harvard Business School Publishing, 2002.
  • 9 May 2011 - 11 May 2011
  • Conference Presentation

How Firms Respond to Mandatory Information Disclosure

By: Anil Doshi, Michael Toffel and Glen W. S. Dowell
When new institutional pressures arise, which organizations are particularly likely to resist or acquiesce? When subjected to new information disclosure mandates, an increasingly popular form of market-based government regulation, which types of organizations are... View Details
Keywords: Corporate Disclosure; Governing Rules, Regulations, and Reforms; Environmental Regulation; Corporate Social Responsibility and Impact; Organizational Change and Adaptation
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Doshi, Anil, Michael Toffel, and Glen W. S. Dowell. "How Firms Respond to Mandatory Information Disclosure." Paper presented at the Alliance for Research on Corporate Sustainability Annual Research Conference, Philadelphia, PA, May 9–11, 2011.
  • 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.)
  • July 2002
  • Teaching Note

Discount & Hawkins Critical Moments: Full Transcript, TN

By: Michael A. Wheeler and Gillian Morris
Teaching Note for (9-902-124). View Details
Keywords: Real Estate Industry
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Wheeler, Michael A., and Gillian Morris. "Discount & Hawkins Critical Moments: Full Transcript, TN." Harvard Business School Teaching Note 903-024, July 2002.
  • June 2002 (Revised October 2005)
  • Teaching Note

Lonestar, TN

By: Michael A. Wheeler and Georgia Levenson
Teaching Note for (9-902-006). View Details
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Wheeler, Michael A., and Georgia Levenson. "Lonestar, TN." Harvard Business School Teaching Note 902-040, June 2002. (Revised October 2005.)
  • 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.)
  • January 1997 (Revised October 2000)
  • Case

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

By: Michael A. Wheeler and Guhan Subramanian
A young entrepreneur, Lynton V. Harris, who successfully staged family-oriented shows in his native Australia and who had several entertainment ventures in the United States, is on the verge of signing an agreement with Madison Square Garden to jointly produce a new... View Details
Keywords: Negotiation; Entertainment and Recreation Industry; New York (city, NY)
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Wheeler, Michael A., and Guhan Subramanian. Lynton V. Harris & Madison "Scare" Garden (A). Harvard Business School Case 897-143, January 1997. (Revised October 2000.)
  • 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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Leary, Kimberlyn, and Michael A. Wheeler. "Crossing the Threshold: First Impressions in Psychoanalysis and Negotiation." Journal of Applied Psychoanalytic Studies 5, no. 1 (January 2003): 81–105.
  • 2004
  • Book

What's Fair? Ethics for Negotiators

By: Carrie Menkel-Meadow and Michael A. Wheeler
Keywords: Fairness; Ethics; Negotiation
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Menkel-Meadow, Carrie and Michael A. Wheeler, eds. What's Fair? Ethics for Negotiators. San Francisco: Jossey-Bass, 2004.
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