FACULTY & RESEARCH

Michael A. Wheeler
Retired Professor of Management Practice

Contact:

(617) 495-6747

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Michael Wheeler has taught Negotiation in Harvard Business School's MBA program since 1993. He also teaches in a
wide variety of on-campus executive courses, including Strategic Negotiation, which he co-chairs with Professor
James Sebenius. Working with HBX, he recently created Negotiation Mastery, a 40-hour, highly interactive course on
HBS's digital learning platform. It launched in February 2017 He is currently collaborating with the Baker Library to
create Negotiate 1-2-3, an on-line, multi-media resource.

He was appointed MBA Class of 1952 Professor of Management Practice in 1999. He subsequently served as faculty
chair of the first year MBA program and headed the required Negotiation course. He has also taught The Moral
Leader, as well as Leadership, Values, and Decision Making. In 2004 he received the Greenhill Award for his
contributions to HBS's mission. In recent years has also been a Visiting Professor at the Harvard Law School and the
Kennedy School of Government.

Wheeler’s current research focuses on negotiation dynamics, dispute resolution, ethics, and distance learning. In July
2015 he was named Editor Emeritus of the Negotiation Journal, having been its Editor the prior twenty years. He also
co-directs the Negotiation Pedagogy initiative at the inter-university Program on Negotiation.

He is the author or co-author of eleven books, including most recently, The Art of Negotiation: How to Improvise
Agreement in a Chaotic World. Among his other books are What’s Fair? Ethics for Negotiators (with Carrie Menkel-
Meadow), Business Fundamentals in Negotiation, and On Teaching Negotiation. His text Environmental Dispute
Resolution (with Lawrence Bacow) won the CPR-ADR’s annual award as the best book on negotiation. His negotiation
blog on LinkedIn's Influencer platform has more than 200,000 followers.

Wheeler has written numerous articles in both scholarly journals (among them, the Yale Journal of Regulation, the
Harvard Negotiation Law Review, and The Journal of Applied Psychoanalytic Studies) and the public press, including
The Harvard Business Review, The Atlantic Monthly, and The New York Times. In the past year his work has been
featured in The Financial Times and the Washington Post. Wheeler blogs about negotiation cases and issues on
LinkedIn's Influencer platform. His self-assessment app—Negotiation360—was released early in 2015 and is available
on both Apple and Android devices. A web-based version for negotiation teachers will be available in the spring of
2017.
Wheeler has also developed scores of negotiation exercises, cases, notes, videos, and self-assessment tools. These
materials cover subjects ranging from nonverbal communication and complexity theory, to the parallels between
negotiation strategy and both jazz and war-fighting. He has written extensive case studies of negotiation system
design, documenting GE’s “early dispute resolution initiative” and Guinness’s process for approving acquisitions and
joint ventures. With colleagues Gerald Zaltman and Kimberlyn Leary, he has investigated emotions and unconscious
attitudes that people bring to the bargaining table.

Wheeler serves on the International Steering Committee of Afghanistan Center for Dispute Resolution (Kabul). He is
amber of the Advisory Councils of the Moscow-based Center for Mediation and Law and the ADR Center in Rome, as
well on the Advisory Board of the Central European Review of Economics and Management. Wheeler previously
served on board of the Consensus Building Institute from its founding in 1993 to 2014, and was chair from 2011 to
2014.

He taught at MIT's Department of Urban Studies and Planning from 1981 to 1993, where he was Director of Research
at MIT's Center for Real Estate Development. Previously he was Director of Education and Research at the Lincoln
Institute of Land Policy and Professor of Law at New England Law. He has also been a Visiting Professor at the
University of Colorado and the Politecnico di Torino, Italy. He has appeared extensively on public television in Boston
and elsewhere.

Wheeler holds degrees from Amherst College, Boston University, and Harvard Law School, and was admitted to the
Massachusetts bar in 1969. He has been a panelist for the American Arbitration Association, and has served as a
mediator or arbitrator in a variety of business and regulatory disputes. He has advised corporate clients, not-for-profits,
trade organizations, and government agencies on negotiation issues in the United States and abroad.

Featured Work

HBX: Negotiation Mastery

Unlocking value in the real world

Michael Wheeler, working with the HBX team, has created Negotiation Mastery:
Unlocking Value in the Real World. It is a flexible, highly-interactive online course
which prepares participants to close deals that might otherwise be dead-locked,
maximize value creation in agreements they reach, and resolve differences
before they escalate into costly conflicts. It launched in February 2017.

Over 8 weeks of study, participants master fundamental principles of negotiation,

learn valuable self-assessment tools, and complete 4 real-time negotiations with
members of their global cohort. Negotiation Mastery is offered via HBX, the
digital learning initiative from Harvard Business School.

Negotiation 360
Self-assessment and best practices app for Apple and Android devices
Negotiation 360 an app built for Apple and Android personal devices. It
empowers users to track negotiation performance and draw valuable lessons
from their own experience. Its interactive features are based on cutting edge
theory and proven best practices.

N360 generates a personalized PROFILE of users' relational and problem-

solving skills, highlighting both strengths they can build on and other areas
where they can improve.
Its SCORECARD feature promps users to rate their performance in all
their negotiations, documenting what went well and what you might do
differently in the future.
The MY BEST PRACTICES feature complies users' entries and helps
them prepare for upcoming negotiations.
The TRAINING ROOM includes exercises and videos to sharpen users'
skills.
A new web-based version for classroom use will be available in the spring of
2017.

Negotiate 1-2-3
Negotiate 1-2-3 is interactive online resource designed to help business
practitioners negotiate with more confidence and effectiveness. It draws on
concepts and techniques presented in The Art of Negotiation: How to improvise
agfreement in a chaotic world. The site features key concepts on negotiation
illustrated through text, videos, quizzes, and a various of other interactive tools. It
fovcuses specifically on the negotiation process from openings to closings, and
critical moments that can arise along the way.

The Negotiate 1-2-3 website was developed in partnership with Knowledge and
Library Services, Harvard Business School. A diverse team of subject and
technical experts in Baker Library developed the interactive tools and learning
modules. Web design and development was provided by SwissFish. Media
Services at the Harvard Business School assisted with video production and
editing.

The Art of Negotiation

How to Improvise Agreement in a Chaotic World

Michael Wheeler's The Art of Negotiation offers a distinctive, creative approach

to negotiation. The process cannot be scripted. Other parties will have their own
agendas and ideas about how the interaction should unfold. As a result,
negotiation must be improvised on both a strategic and tactical level from start to
finish.

That does not mean, however, simply winging it or making things up on the fly.
Instead, improvisation is both an art and a discipline. Wheeler discusses
strategies for managing uncertainty and constantly changing preferences, needs,
and relationships.

Publisher's Weekly (August 2013):

". . . a clear-headed, creative approach to negotiation that is on a par with the

canonical texts, Getting to Yes and You Can Negotiate Anything . . . Wheeler's
lucid, engaging voice is a major asset, and sample scripts help drive home his
points"

Negotiation 3.0
Negotiation 3.0 is a free resource for people interested in sharpening their ability
to craft resilient strategy and be quick on their feet moment-to-moment. It
includes short articles and videos on important negotiation issues.

TABLE OF CONTENTS

Publications

Books
Wheeler, Michael. The Art of Negotiation: How to Improvise Agreement in a
Chaotic World. New York: Simon & Schuster, 2013. View Details
Menkel-Meadow, Carrie and Michael A. Wheeler, eds. What's Fair? Ethics for
Negotiators. San Francisco: Jossey-Bass, 2004. View Details
Wheeler, Michael A., ed. Business Fundamentals: Negotiation. Boston,
MA: Harvard Business School Publishing, 2001. View Details
Wheeler, Michael A. Teaching Negotiation: Ideas and Innovations. Cambridge,
MA: Program on Negotiation at Harvard Law School, 2000. View Details
Bacow, Lawrence, and Michael A. Wheeler. Environmental Dispute
Resolution. New York: Plenum Press, 1984. View Details
Bacow, Lawrence, Lawrence Susskind, and Michael A. Wheeler. Resolving
Environmental Disputes. Cambridge: Schenkman Books, 1983. View Details
Mayer, Andre, and Michael A. Wheeler. The Crocodile Man: A Case of Brain
Chemistry and Criminal Violence. Boston, MA: Houghton Mifflin, 1982. View
Details
Wheeler, Michael A. Divided Children. New York, NY: W.W. Norton &
Company, 1980. View Details
Wheeler, Michael A. Lies, Damn Lies and Statistics: The Manipulation of Public
Opinion in America. New York, NY: W.W. Norton & Company, 1976. View Details
Wheeler, Michael A. No-Fault Divorce. Boston: Beacon Press, 1974. View
Details

Journal Articles

Wheeler, Michael A. "Learning from Practice." Negotiation Journal 32, no. 4

(October 2016): 345–355. View Details
Wheeler, Michael A. "Learning to Teach Negotiation." Negotiation Journal 31, no.
4 (October 2015): 477–490. View Details
Wheeler, Michael A. "I Asked HBR Readers How They Negotiate — Here's What
I Found." Harvard Business Review (website) (June 3, 2016). View Details
Wheeler, Michael A. "Assessment: What Kind of Negotiator Are You?" Harvard
Business Review (website) (February 5, 2016). View Details
Wheeler, Michael A. "How to Be an Effective Negotiator." Harvard Business
Review (website) (November 16, 2015). View Details
Wheeler, Michael A. "The Best Negotiators Plan to Think on Their Feet." Harvard
Business Review (website) (June 24, 2014). View Details
Wheeler, Michael A. "The Luck Factor in Great Decisions." Harvard Business
Review (website) (November 18, 2013). View Details
Leary, Kimberlyn, Julianna Pillemer, and Michael Wheeler. "Negotiating with
Emotion." Harvard Business Review 91, nos. 1/2 (January–February 2013): 96–
103. View Details
Wheeler, Michael A. "The Fog of Negotiation: What Negotiators Can Learn from
Military Doctrine." Negotiation Journal 29, no. 1 (January 2013): 23–38. View
Details
Wheeler, Michael A. "Three Cheers for Teaching Distributive Bargaining."
Negotiation Journal 28, no. 1 (January 2012). View Details
Wheeler, Michael A. "Rethinking Decision Making, book review of The Art of
Choosing, by Sheena Iyengar, and Streetlights and Shadows: Searching for the
Keys to Adaptive Decision Making, by Gary Klein." Negotiation Journal 27, no. 1
(January 2011). View Details
Wheeler, Michael A. "Chance and Negotiation." Negotiation 13, no. 3 (September
2010). View Details
Wheeler, Michael A. "Poise Under Pressure." Negotiation 9, no. 12 (December
2006): 1–3. View Details
Wheeler, Michael A., and Nancy J. Waters. "Origins of a Classic: Getting to Yes
Turns 25." Negotiation Journal 22, no. 4 (October 2006): 475–481. View Details
Wheeler, Michael A., and Lakshmi Balachandra. "What Negotiators Can Learn
from Improv Comedy." Negotiation 9, no. 8 (August 2006): 1–3. View Details
Wheeler, Michael A. "Is Teaching Negotiation Too Easy, Too Hard, or Both?"
Negotiation Journal 22, no. 2 (April 2006): 187–197. View Details
Wheeler, Michael A. "Closing the Deal." Negotiation 9, no. 4 (April 2006): 2–5.
View Details
Wheeler, Michael A. "Want to Pull Ahead of the Competition?" Negotiation 8, no.
10 (October 2005): 9–11. View Details
Wheeler, Michael A. "Set Off A Chain Reaction." Negotiation 8, no. 6 (June
2005): 4–6. View Details
Wheeler, Michael A. "Better or Best: Keeping Your Options Open." Negotiation 8,
no. 3 (March 2005): 9–11. View Details
Wheeler, Michael. "Which Comes First? How to Handle Linked Negotiations."
Negotiation 8, no. 1 (January 2005). View Details
Wheeler, Michael. "True or False? Lie Detection at the Bargaining Table."
Negotiation 7, no. 11 (November 2004). View Details
Wheeler, Michael. Too Much of A Good Thing? The Role of Choice in
Negotiation"." Negotiation 7, no. 9 (September 2004). View Details
Wheeler, Michael. "Overcoming Stage Fright: How to Prepare for Negotiation."
Negotiation 7, no. 8 (August 2004). View Details
Wheeler, Michael. "Turn Chaos to Your Advantage." Negotiation 7, no. 4 (April
2004). View Details
Wheeler, Michael A. "Anxious Moments: Openings in Negotiation." Negotiation
Journal 20, no. 2 (April 2004): 153–169. View Details
Wheeler, Michael. "Fair Enough? An Ethical Fitness Quiz for Negotiators."
Negotiation 7, no. 3 (March 2004). View Details
Wheeler, Michael. "How to Negotiate Successfully Online." Negotiation 7, no. 3
(March 2004). View Details
Wheeler, Michael A., and Dana Nelson. "Rocks and Hard Places: Managing Two
Tensions in Negotiation." Negotiation Journal 20, no. 1 (January 2004): 113–128.
View Details
Wheeler, Michael. "Do You Know Where to Look for the Right Cues?" Negotiation
6, no. 12 (December 2003). View Details
Leary, Kimberlyn, and Michael A. Wheeler. "Crossing the Threshold: First
Impressions in Psychoanalysis and Negotiation." Journal of Applied
Psychoanalytic Studies 5, no. 1 (January 2003): 81–105. View Details
Wheeler, M. A. "Getting to No." Negotiation Journal 13, no. 3 (September 1997):
227–233. View Details
Wheeler, M. A., J. Gilbert, and P. Field. "Trading the Poor: Intermunicipal
Affordable Housing Negotiation in New Jersey." Harvard Negotiation Law Review
2 (1997): 1–33. View Details
Wheeler, M. A. "Computers and Negotiation: Backing into the Future."
Negotiation Journal 11, no. 2 (April 1995): 169–176. View Details
Sebenius, James K., and Michael A. Wheeler. "Sports Strikes: Let the Games
Continue." New York Times (October 30, 1994), Sect. 3, p. 9. View Details
Sebenius, James K., and Michael A. Wheeler. "Virtual Strike." Wall Street Journal
(September 9, 1994), A16. View Details
Wheeler, M. A. "Negotiating NIMBYs: Learning from the Failure of the
Massachusetts Siting Law." Yale Journal on Regulation 11 (winter 1994): 241–
291. View Details
Wheeler, M. A. "Regional Consensus on Affordable Housing: Yes in My
Backyard." Journal of Planning Education and Research 12 (1993): 139–149.
View Details
Wheeler, M. A. "Fighting the Wimp Image: Why Calls for Negotiation Often Fall
on Deaf Ears." Negotiation Journal 8, no. 1 (January 1992): 25–30. View Details
Wheeler, M. A., and L. Bacow. "Binding Parties to Agreements in Environmental
Disputes." Villanova Environmental Law Journal (1991): 99–109. View Details

Book Chapters
Wheeler, M. A. "First, Let's Kill All the Agents!" In Negotiating on Behalf of
Others, edited by Robert Mnookin and Lawrence Susskind. Thousand Oaks:
Sage Publications, 1999. View Details
Wheeler, M. A. "Resolving Local Regulatory Disputes and Building Consensus
for Affordable Housing." In Building Foundations: Housing and Federal Policy,
edited by D. DiPasquale and K. Lanley. Philadelphia: University of Pennsylvania
Press, 1990. View Details
Cases and Teaching Materials
Wheeler, Michael, and Julianna Pillemer. "A Reconciliation in Northern Ireland."
Harvard Business School Case 912-033, March 2012. View Details
Wheeler, Michael A. "Learning to Negotiate." 2012. View Details
Wheeler, Michael. "Learning to Negotiate." Harvard Business School Background
Note 912-004, September 2011. (Revised December 2014.) View Details
Wheeler, Michael A. "Discount & Hawkins Openings: Highlights of the
Transcript." Harvard Business School Video Supplement 902-225, June 2002.
(Revised March 2011.) View Details
Wheeler, Michael A., and Julianna Pillemer. "Moral Decision-Making: Reason,
Emotion & Luck." Harvard Business School Background Note 910-029, April
2010. (Revised November 2010.) View Details
Wheeler, Michael A. "Note: Moral Decision-Making: Reason, Emotion & Luck
(revised) 9-910-029." 2010. View Details
Wheeler, Michael A. "Deal-crafting Toolkit." Harvard Business School Exercise
801-201, June 2001. (Revised September 2010.) View Details
Sebenius, James K., and Michael A. Wheeler. "ADR Choices Video (Alternative
Dispute Resolution Vignettes)." Harvard Business School Video Supplement 910-
701, October 2009. View Details
Wheeler, Michael A., and Dana Nelson. "Nonverbal Communication in
Negotiation." Harvard Business School Background Note 903-081, February
2003. (Revised September 2009.) View Details
Wheeler, Michael. "Negotiation Advice: A Synopsis." Harvard Business School
Background Note 905-059, January 2005. (Revised February 2018.) View
Details
Wheeler, Michael, James Sebenius, and Marjorie Aaron. "ADR Choices."
Harvard Business School Background Note 908-040, March 2008. (Revised June
2012.) View Details
Wheeler, Michael. "Riggs-Vericomp Negotiation (A) and (B)." Harvard Business
School Teaching Note 801-259, November 2000. (Revised July 2016.) View
Details
Wheeler, Michael. "Riggs-Vericomp Negotiation (A):Confidential Information for
RIGGS ENGINEERING." Harvard Business School Exercise 801-096, July 2000.
(Revised July 2016.) View Details
Wheeler, Michael. "Riggs-Vericomp Negotiation (B): Confidential Information for
VERICOMP." Harvard Business School Exercise 801-097, July 2000. (Revised
July 2016.) View Details
Barron, Gregory M., and Michael A. Wheeler. "Negotiation Strategy: Pattern
Recognition Game." Harvard Business School Background Note 908-015,
August 2007. (Revised September 2007.) View Details
Wheeler, Michael A. "Nonverbal Communication: Distinguishing Truth and Lies."
Harvard Business School Multimedia/Video Case 908-702, September 2007.
View Details
Wheeler, Michael A. "Nonverbal Communication: Distinguishing Truth and Lies
(TN)." Harvard Business School Teaching Note 908-016, September 2007. View
Details
Wheeler, Michael, and Gillian Morris. "A Note on Maneuvering in War and
Negotiation." Harvard Business School Background Note 902-157, January
2002. (Revised April 2015.) View Details
Wheeler, Michael A., and Gregory M. Barron. "Negotiation Strategy Simulation
(TN)." Harvard Business School Teaching Note 908-013, August 2007. View
Details
"Negotiation Strategy Simulation." Harvard Business School Simulation 908-701,
August 2007. View Details
Wheeler, Michael A., and Georgia Levenson. "Lonestar, TN." Harvard Business
School Teaching Note 902-040, June 2002. (Revised October 2005.) View
Details
Wheeler, Michael A. "Guinness PLC: Managing Negotiations." Harvard Business
School Case 902-009, August 2001. (Revised August 2005.) View Details
Wheeler, Michael A., and Georgia Levenson. "Lonestar." Harvard Business
School Case 902-006, November 2001. (Revised April 2005.) View Details
Sebenius, James K., and Michael A. Wheeler. "Ray Rogers and the Corporate
Campaign (A)." Harvard Business School Case 905-054, January 2005. (Revised
February 2005.) View Details
McGinn, Kathleen, and Michael Wheeler. "Luna Pen (A)." Harvard Business
School Case 396-156, November 1995. (Revised February 2017.) View Details
Sebenius, James K., and Michael A. Wheeler. "Ray Rogers and the Corporate
Campaign (B)." Harvard Business School Case 905-055, January 2005. View
Details
Wheeler, Michael A. "Negotiation Choices." Harvard Business School Exercise
905-045, October 2004. (Revised November 2004.) View Details
Wheeler, Michael A., and Dana Nelson. "NESWC (C)." Harvard Business School
Supplement 904-061, January 2004. (Revised September 2004.) View Details
Wheeler, Michael A., Dana Nelson, and Gillian Morris. "Confidentiality in
Settlement Negotiations: Ethics & Law." Harvard Business School Background
Note 904-057, January 2004. (Revised September 2004.) View Details
Wheeler, Michael A. "NESWC (B)." Harvard Business School Supplement 801-
068, June 2001. (Revised January 2004.) View Details
Wheeler, Michael A. "Negotiation Self-Assessment (TN)." Harvard Business
School Teaching Note 904-044, December 2003. View Details
"Negotiating for Results." Boston, MA: Harvard Business School Publishing
Case, 2003. Electronic. View Details
Wheeler, Michael A. "Presence of Mind." Harvard Business School Background
Note 903-009, September 2002. View Details
Wheeler, Michael A. "Discount & Hawkins Critical Moments: Audio Highlights."
Harvard Business School Video Supplement 903-804, September 2002. View
Details
Wheeler, Michael A., and Gillian Morris. "Discount and Hawkins Critical
Moments: Full Transcript." Harvard Business School Case 902-124, November
2001. (Revised July 2002.) View Details
Wheeler, Michael A., and Gillian Morris. "Discount & Hawkins Critical Moments:
Full Transcript, TN." Harvard Business School Teaching Note 903-024, July
2002. View Details
Wheeler, Michael A. "Discount and Hawkins Exercise TN." Harvard Business
School Teaching Note 801-056, June 2001. (Revised July 2002.) View Details
Wheeler, Michael A. "Discount and Hawkins Exercise: Confidential Instructions
for Landlord." Harvard Business School Exercise 898-130, December 1997.
(Revised September 2014.) View Details
Wheeler, Michael A. "Discount and Hawkins Exercise: Confidential Instructions
for Tenant." Harvard Business School Exercise 898-131, December 1997.
(Revised September 2014.) View Details
Wheeler, Michael A. "Discount & Hawkins Openings: Video Highlights." Harvard
Business School Video Supplement 903-801, July 2002. View Details
Wheeler, Michael A. "Discount & Hawkins Critical Moments: Full Video." Harvard
Business School Video Supplement 903-803, July 2002. View Details
Wheeler, Michael A. "Salt Harbor TN." Harvard Business School Teaching Note
801-058, June 2001. (Revised June 2002.) View Details
Wheeler, Michael A. "Salt Harbor: Confidential Information for Easterly." Harvard
Business School Exercise 800-077, December 1999. (Revised June 2002.) View
Details
Wheeler, Michael A. "Salt Harbor: Confidential Information for Brims." Harvard
Business School Exercise 800-078, December 1999. (Revised June 2002.) View
Details
Wheeler, Michael A., and Carlos Gonzalez. "Note on the Value of Life." Harvard
Business School Background Note 902-152, June 2002. View Details
Wheeler, Michael A. "Discount & Hawkins Openings, TN." Harvard Business
School Teaching Note 902-226, June 2002. View Details
Wheeler, Michael A., and Gillian Morris. "Complexity Theory and Negotiation."
Harvard Business School Background Note 902-230, June 2002. View Details
Wheeler, Michael A. "Negotiation Analysis: An Introduction." Harvard Business
School Background Note 801-156, August 2000. (Revised December 2014.)
View Details
Wheeler, Michael A. "Negotiation Self-Assessment." Harvard Business School
Exercise 902-218, May 2002. (Revised June 2002.) View Details
Wheeler, Michael A. "Discount and Hawkins Critical Moments: Video Highlights."
Harvard Business School Video Supplement 902-807, June 2002. View Details
McGinn, Kathleen, and Michael A. Wheeler. "Luna Pen (A), (B), (C), and (D) ."
Harvard Business School Teaching Note 801-057, June 2001. (Revised
December 2013.) View Details
McGinn, Kathleen, and Michael Wheeler. "Luna Pen (B)." Harvard Business
School Supplement 396-157, November 1995. (Revised February 2017.) View
Details
Wheeler, Michael A. "Windham Negotiation (A-1,A-2,B-1,B-2,C&D),TN." Harvard
Business School Teaching Note 902-038, May 2002. View Details
Wheeler, Michael A. "Ginzel et al v. Kolcraft Enterprises et al (B)." Harvard
Business School Supplement 902-184, April 2002. View Details
Wheeler, Michael A. "Ginzel et al v. Kolcraft Enterprises et al (C)." Harvard
Business School Case 902-185, April 2002. View Details
Wheeler, Michael A., and Georgia Levenson. "Tobacco Negotiations." Harvard
Business School Case 899-049, July 1998. (Revised April 2002.) View Details
Wheeler, Michael A. "Ginzel et al v. Kolcraft Enterprises et al (A)." Harvard
Business School Case 801-059, March 2001. (Revised April 2002.) View Details
Wheeler, Michael A., and Gillian Morris. "States vs. Microsoft, The." Harvard
Business School Background Note 902-177, February 2002. View Details
Wheeler, Michael A., and Gillian Morris. "Mediating in the Wake of Disaster: The
MIT Settlement." Harvard Business School Background Note 902-188, February
2002. View Details
Wheeler, Michael A., and Gillian Morris. "Mediating in the Wake of Disaster."
Boston, MA: Harvard Business School Publishing, 2002. View Details
Wheeler, Michael A., and Gillian Morris. "The States vs. Microsoft." Boston, MA:
Harvard Business School Publishing, 2002. View Details
Wheeler, Michael A., and Gillian Morris. "A Note on Critical Moments in
Negotiation." Harvard Business School Background Note 902-163, December
2001. View Details
Wheeler, Michael A., and Gillian Morris. "Cybersettle." Harvard Business School
Case 902-158, December 2001. View Details
Wheeler, Michael A., Georgia Levenson, and Arturo Corso. "Sexual Harassment
Law and Policy." Harvard Business School Background Note 902-007, November
2001. View Details
Wheeler, Michael A. "Lakeside." Harvard Business School Case 902-104,
November 2001. View Details
Wheeler, Michael A. "Ginzel et al v. Kolcraft Enterprises et al TN." Harvard
Business School Teaching Note 902-008, July 2001. View Details
Wheeler, Michael A. "NESWC (A)." Harvard Business School Case 801-067,
June 2001. View Details
Wheeler, Michael A., and Gillian Morris. "GE's Early Dispute Resolution Initiative
(A)." Harvard Business School Case 801-395, June 2001. View Details
Wheeler, Michael A., and Gillian Morris. "GE's Early Dispute Resolution Initiative
(B)." Harvard Business School Supplement 801-453, June 2001. View Details
Wheeler, Michael A., Thomas Dretler, and Georgia Levenson. "Disney (C): The
Mouse in Times Square." Harvard Business School Case 898-020, October
1997. (Revised June 2001.) View Details
Wheeler, Michael A. "Atlantis-Biovent Negotiation: Confidential Instructions for
Atlantis." Harvard Business School Exercise 801-262, November 2000. View
Details
Wheeler, Michael A. "Atlantis-Biovent Negotiation: Confidential Instructions for
Biovent." Harvard Business School Exercise 801-263, November 2000. View
Details
Wheeler, Michael A., and Guhan Subramanian. Lynton V. Harris & Madison
"Scare" Garden (A). Harvard Business School Case 897-143, January 1997.
(Revised October 2000.) View Details
Wheeler, Michael A., and Georgia Levenson. "Disney (A): From Disneyland to
Disney World—Learning the Art of Land Assembly." Harvard Business School
Case 898-018, October 1997. (Revised September 2000.) View Details
Wheeler, Michael A., and Georgia Levenson. "Disney (B): The Third Battle of Bull
Run." Harvard Business School Case 898-019, October 1997. (Revised
September 2000.) View Details
Wheeler, Michael A., Thomas Dretler, and Georgia Levenson. "Disney (D): The
Mouse in Times Square." Harvard Business School Case 898-021, October
1997. (Revised September 2000.) View Details
Wheeler, Michael A., and Georgia Levenson. "Disney (A), (B), (C) and (D) TN."
Harvard Business School Teaching Note 898-022, October 1997. (Revised
September 2000.) View Details
Wheeler, Michael A., and Thomas Dretler. "3M: Negotiating Air Pollution Credits
(B)." Harvard Business School Case 897-135, February 1997. (Revised
September 2000.) View Details
Wheeler, Michael A., and Guhan Subramanian. Lynton V. Harris & Madison
"Scare" Garden (B). Harvard Business School Case 897-144, January 1997.
(Revised September 2000.) View Details
Wheeler, Michael A., and Georgia Levenson. Lynton V. Harris & Madison "Scare"
Garden (A), (B) TN. Harvard Business School Teaching Note 897-197, June
1997. (Revised September 2000.) View Details
McGinn, Kathleen, and Michael Wheeler. "Luna Pen (D)." Harvard Business
School Supplement 396-395, June 1996. (Revised February 2017.) View Details
McGinn, Kathleen, and Michael Wheeler. "Luna Pen (C)." Harvard Business
School Supplement 898-233, June 1998. (Revised February 2017.) View Details
Wheeler, Michael A., and Jan Martinez. "Final Offer: Part II." Harvard Business
School Case 895-016, December 1994. (Revised February 2000.) View Details
Wheeler, Michael. "Windham Negotiation: Confidential Information for the Abbott
Executor." Harvard Business School Exercise 800-086, January 2000. (Revised
October 2014.) View Details
Wheeler, Michael. "Windham Negotiations: Confidential Information for the
Barkley Representative." Harvard Business School Exercise 800-088, January
2000. (Revised October 2014.) View Details
Wheeler, Michael. "Windham Negotiation: Confidential Information for the
Cooperative Savings Bank." Harvard Business School Exercise 800-090,
January 2000. (Revised October 2014.) View Details
Wheeler, Michael. "Windham Negotiation: Confidential Information for Davis
Stables." Harvard Business School Exercise 800-091, January 2000. (Revised
October 2014.) View Details
Wheeler, Michael A., and Thomas Dretler. "3M: Negotiating Air Pollution Credits
(C)." Harvard Business School Case 897-136, February 1997. (Revised October
1999.) View Details
Wheeler, Michael A., and Georgia Levenson. "Land Assembly and Negotiation
TN." Harvard Business School Teaching Note 898-025, November 1997.
(Revised October 1999.) View Details
Wheeler, Michael A., and Thomas Dretler. "3M: Negotiating Air Pollution Credits
(A)." Harvard Business School Case 897-134, February 1997. (Revised May
1998.) View Details
Wheeler, Michael A., and Andrea L Strimling. "Negotiating the Right to Know:
Rhone-Poulenc and Manchester, Texas (A-1), (A-2), and (B) TN." Harvard
Business School Teaching Note 396-417, June 1996. (Revised May 1998.) View
Details
Wheeler, Michael A. "Negotiating the Right to Know: Rhone-Poulenc and
Manchester, Texas (A-1)." Harvard Business School Case 895-062, May 1995.
(Revised May 1998.) View Details
Wheeler, Michael A. "Negotiating the Right to Know: Rhone-Poulenc and
Manchester, Texas (A-2)." Harvard Business School Case 898-258, May 1998.
View Details
Wheeler, Michael A., and Guhan Subramanian. "Business Incentives." Harvard
Business School Background Note 897-045, August 1996. (Revised November
1996.) View Details
Wheeler, Michael A. "Negotiating the Right to Know: Rhone-Poulenc and
Manchester, Texas (B)." Harvard Business School Supplement 895-063, May
1995. View Details

Research Summary
RESEARCH SUMMARY

Negotiation Complexity
by Michael A. Wheeler

Michael Wheeler's research focuses on negotiation as a dynamic process, one in

which the capacity to learn and adapt is essential. Even in seemingly simple
cases, people's interests, options, and relationships can change significantly. As
a result, effective strategy must focus on complex interactions among the parties
themselves and changing external environments. Theory-building in this domain
draws on a wide range of disciplines and fields from complexity science and
military strategy, to pyschoanalysis and jazz. It focuses on critical moments in
negotiation -- tipping points, if you will -- and on how improvisation advances
influence the overall process. This work is reflected in his elective MBA course,
Negotiation, and his teaching in executive programs.
RESEARCH SUMMARY

Negotiation Ethics and Moral Decisionmaking

by Michael A. Wheeler

Whenever people and organizations negotiate, they implicitly decide what -- if

anything -- they owe their counterparts in regard to candor, distributional fairness,
and the possible use of pressure. The deals that they reach may also have
impacts on stakeholders who are not at the table. Michael Wheeler and Carrie-
Menkel Meadow explored such issues in their book, What's Fair? Ethics for
Negotiators.

Wheeler has also developed exercises and cases illuminating ethical issues for
graduate students and corporate managers. His parallel interest in how reason,
emotion, and luck influence our moral choices is reflected in The Moral Leader
course which he and other colleagues teach.

RESEARCH SUMMARY

Mediation and Alternative Dispute Resolution

by Michael A. Wheeler

Disputes between organizations and among individuals are an all-too-familiar

feature of modern life. Lengthy court proceedings consume resources, damage
relationships, and often yield outcomes that do not fully satisfy the real needs of
the litigants. As a result, there is growing interest in the appropriate use of
mediation, arbitration, and other out-of-court settlement processes.

Michael Wheeler has taught Mediation & Consensus Building the Harvard Law
School. He has particular interest in innovative corporate policies and procedures
that encourage early, efficient resolution of disputes between and within
organizations. This includes the design of new on-line settlement systems, as
well as consensus-building initiatives to resolve contentious public-policy cases.

RESEARCH SUMMARY

Areas of Interest
by Michael A. Wheeler

Primary Topics: complexity, dispute resolution, ethics, improvisation, moral

leadership, negotiation, psychodynamics

Additional Topics: alliances, cognition, conflict, creativity, crisis management,

decision-making, electronic commerce, emotion, environment, interactions, law,
organizational learning, partnerships, power and influence, relationships,
systems design, teams

Industries: arts, construction, e-commerce industry, energy, federal government,

internet, law, nonprofit industry, pharmaceuticals, publishing industry, real estate,
service industry, sports, state government, utilities

Geographical Areas: Canada, Italy, North America, United Kingdom, United

States

Awards & Honors

Received the 2004 Robert F. Greenhill Award.

Winner of the 1984 Best Negotiation Book of the Year from the International
Institute for Conflict Prevention & Resolution-Alternative Dispute Resolution
(CPR-ADR) for Environmental Dispute Resolution with Lawrence S. Bacow
(Plenum Press).

Michael A. Wheeler In the News

22 Aug 2017
Fast Company
Turns Out A $70,000 Salary Doesn’t Always Buy Happiness
28 Dec 2016
Poets & Quants
Harvard’s New Online Negotiation Course
06 Dec 2016
Harvard Business School
HBX Launches Negotiation Mastery: Unlocking Value in the Real World, February 2017
06 Oct 2016
Washington Post
You may not have to haggle for the next car you buy
05 May 2015
Harvard Business Review
Get in the Right State of Mind for Any Negotiation
09 Apr 2015
Harvard Business Review
How to Negotiate Nicely Without Being a Pushover
07 Apr 2014
HBS Working Knowledge
Negotiation and All That Jazz
14 Feb 2014
Washington Post
Q&A: Michael Wheeler on the importance of improvising

Areas of Interest
dispute resolution
moral leadership
negotiation

Additional Topics
alliances
cognition
conflict management
creativity
crisis management
decision support
decision-making
electronic commerce
environment
ethics
law
organizational learning
partnerships
power and influence
relationships
systems design
 teams

Industries
arts
construction
e-commerce industry
energy
federal government
green technology
internet
legal services
nonprofit industry
petroleum
pharmaceuticals
publishing industry
real estate
service industry
sports
state government
utilities

Geographies
Canada
Italy
North America
United Kingdom
United States

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