- 17 Sep 2014
- Sharpening Your Skills
Sharpen Your Negotiation Skills
Everyone negotiates, but few negotiate well. Here is a collection of Working Knowledge articles and faculty working papers that detail some of the the skills needed to negotiate successfully. Closed for comment; 0 Comment(s) posted.
- 07 Apr 2014
- Research & Ideas
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 Comment(s) posted.
- 07 Apr 2014
- Research & Ideas
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 Comment(s) posted.
- 07 May 2012
- Research & Ideas
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. Michael Wheeler argues that it's important for students to realize that there's also a time and place for old-school haggling. Closed for comment; 16 Comment(s) posted.
- 11 Sep 2006
- Research & Ideas
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. Key concepts include: Traditional negotiation theory says little about crafting strategy in highly dynamic markets—but the military knows all about strategy and uncertainty. Make an informed bet on how you think events will unfold, but also identify the greatest threats to success. Prepare to make good decisions on the fly. Situational awareness and the ability to learn as you go are critical. Closed for comment; 0 Comment(s) posted.
- 21 Nov 2005
- Research & Ideas
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. Closed for comment; 0 Comment(s) posted.
- 01 Aug 2005
- Research & Ideas
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. Closed for comment; 0 Comment(s) posted.
- 24 May 2004
- Research & Ideas
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. Closed for comment; 0 Comment(s) posted.
- 08 Dec 2003
- Research & Ideas
Is That Really Your Best Offer?
In this article from Negotiation, HBS professor Michael Wheeler describes six "tells" of the bargaining table. Closed for comment; 0 Comment(s) posted.
- 20 Mar 2000
- Research & Ideas
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. Closed for comment; 0 Comment(s) posted.
How Do You Grade Out as a Negotiator?
Most negotiation training focuses on what happens before and during the talks. Michael Wheeler's new app helps users improve their skills after the deal is completed. Open for comment; 2 Comment(s) posted.