Michael A. Wheeler

9 Results

 

Excerpt: ‘The Art of Negotiation’

Great jazz musicians are a model for negotiators, says Michael Wheeler in his new book, The Art of Negotiation: How to Improvise Agreement in a Chaotic World. Creativity at the bargaining table starts with disruption of familiar routines and old assumptions. Open for comment; 0 Comments posted.

Negotiation and All That Jazz

In his new book The Art of Negotiation, Michael Wheeler throws away the script to examine how master negotiators really get what they want. Open for comment; 2 Comments posted.

The Art of Haggling

When teaching negotiation skills, many educators now focus almost exclusively on an interest-based approach in which both parties openly collaborate to find a mutually satisfying solution. However, argues HBS Professor Mike Wheeler, it's important for students to know that there's still a time and place for old-school haggling. Closed for comment; 16 Comments posted.

Negotiating When the Rules Suddenly Change

Following the adoption of a collective bargaining agreement in 2005, National Hockey League GMs had one month to absorb the new rules and put a team together. How to best negotiate in an uncertain environment? Michael Wheeler advises looking to military science for winning strategies. Read More

Making Credibility Your Strongest Asset

Dealmakers often forget the power of a good reputation. In this article from Negotiation, HBS professor Michael Wheeler tells why having a storehouse of credibility will put you head and shoulders above the competition. Read More

How to Choose the Best Deal

Weighing different options can seem as difficult as comparing apples and oranges. The first step is to find the equalizer—then proceed from there, writes HBS professor Michael Wheeler in this article from Negotiation. Read More

Becoming an Ethical Negotiator

Think you negotiate fairly? Harvard Business School professor Michael Wheeler and colleague Carrie Menkel-Meadow have co-edited a new book, What’s Fair: Ethics for Negotiators. Here’s a Q&A. Read More

Is That Really Your Best Offer?

In this article from Negotiation, HBS professor Michael Wheeler describes six "tells" of the bargaining table. Read More

No Place Like Home: America’s Housing Crisis and Its Impact on Business

Affordable housing is a bottom-line issue, one that American business ignores at its own peril. New research and initiatives of HBS Professors William J. Poorvu and Michael A. Wheeler and others show why business needs to take a more provocative stance to assure that moderate- and low- income workers can afford to live near where they work. Read More