The following items are tagged Michael Wheeler.
Adapted from “The Crucial First Five Minutes,” first published in the Negotiation newsletter, October 2007.
Your designated meeting place can have a critical impact on talks. When you don’t have a choice about where to meet, be aware that situational factors may color your judgment. For instance, the visual cues of a car lot—flashy banners, cheerful
Adapted from “Want to Pull Ahead of the Competition?” by Michael Wheeler (Class of 1952 Professor of Management Practice, Harvard Business School), first published in the Negotiation newsletter, October 2005.
What happens when lots of other people are selling what you’ve got, or many others are bidding for what you want? One solution to distinguishing yourself
Why are some negotiation exercises still used in a great many university classes even twenty years after they were written? In an effort to understand more about the enduring quality of some classic teaching materials, we asked faculty affiliated with PON to explain why they think some role play simulations remain bestsellers in the Clearinghouse
How can video be used to enhance the teaching of negotiation? This question was addressed by Michael Moffitt from the University of Oregon Law School in his presentation called “How I Learned to Stop Worrying and Love the Camera: Video in Negotiation Pedagogy” at the NP @ PON faculty dinner seminar on April 21, 2011.
Adapted from “Poise under Pressure: The Well-Balanced Negotiator,” by Michael Wheeler (professor, Harvard Business School), first published in the Negotiation newsletter, December 2006.
Too many people overlook the fact that negotiation is a demanding physical act. They cram for negotiations, pulling all-nighters in an attempt to master each and every detail—only to become irritable and fuzzy
Michael Wheeler (MBA Class of 1952 Professor of Management Practice, Harvard Business School)
How do you decide between two promising options in a negotiation? In this article, the author outlines techniques for picking the best possible deal.
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For more information about Professor Wheeler, click here.
Michael Wheeler (MBA Class of 1952 Professor of Management Practice, Harvard Business School)
When a volatile situation threatens to derail your negotiation, drawing lessons from the military can be useful. In this article, the author explains three strategies to give you a decided advantage.
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Patrick Field is Managing Director at the Consensus Building Institute (CBI), Associate Director of the MIT-Harvard Public Disputes Program, and Senior Fellow at the University of Montana Center for Natural Resources and Environmental Policy. As one of the country’s most experienced group facilitators, Mr. Field has helped thousands of stakeholders reach agreement on organizational mergers,
Adapted from “Closing the Deal,” by Michael Wheeler (professor, Harvard Business School), first published in the Negotiation newsletter.
You’ve followed the negotiation guidebooks to a T, uncovered the parties’ key interests, brainstormed creative solutions, and even developed good rapport with your counterpart. You’ve done everything right…but you still don’t have agreement.
How do you turn the other
Harvard Business School Professor Michael Wheeler teaches a negotiation class, using one of his favorite cases, Discount Marketplace.
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