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    • COVID-19 Business Impact Center
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      Cold Call
      A podcast featuring faculty discussing cases they've written and the lessons they impart.
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      • 19 Jan 2021
      • Cold Call Podcast

      Engaging Community to Create Proactive, Equitable Public Safety

      Saint Paul, Minnesota Mayor Melvin Carter swept into office in 2018 promising equity. He wanted a new public safety framework that would be rooted in community. Then, with the COVID-19 pandemic wiping out much of the city’s budget and the May 2020 killing of George Floyd by a police officer in neighboring Minneapolis sparking calls to defund the police, how would Mayor Carter make these changes happen? Professor Mitch Weiss discusses the challenges and rewards of “possibility government” in his case, "Community-First Public Safety."  Open for comment; 0 Comment(s) posted.

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      Wheeler, A. MichaelRemove Wheeler, A. Michael →

      Page 1 of 11 Results
      • 11 Mar 2015
      • Research & Ideas

      How Do You Grade Out as a Negotiator?

      by Michael Blanding

      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.

      • 17 Sep 2014
      • Sharpening Your Skills

      Sharpen Your Negotiation Skills

      by Sean Silverthorne

      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

      by Michael Blanding

      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’

      Re: Michael A. Wheeler

      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

      by Katie Johnston

      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

      by Michael Wheeler

      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

      by Michael Wheeler

      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

      by Michael Wheeler

      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

      by Martha Lagace

      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?

      by Michael Wheeler

      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

      by Garry Emmons

      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.

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