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. Open for comment; 16 Comments posted.
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
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
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
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
In this article from Negotiation, HBS professor Michael Wheeler describes six "tells" of the bargaining table. Read More
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
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