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Michael A. Wheeler

Leading Authority on Negotiation Theory and Practice; Author of Ground-breaking Book "Art of Negotiation"; Harvard Business School Professor

Leading Authority on Negotiation Theory and Practice; Author of Ground-breaking Book "Art of Negotiation"; Harvard Business School Professor

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Michael A. Wheeler Biography

Michael Wheeler is the MBA Class of 1952 Professor of Management Practice at the Harvard Business School where teaches both Negotiation and The Moral Leader, as well as a variety of executive courses. In previous years he served as faculty chair of the first year MBA program and headed the required Negotiation course. He has also taught Leadership, Values, and Decision Making, and, as Visiting Professor at Harvard Law School, Mediation & Consensus Building. At HBS he has received the Greenhill Award for his contributions to the School's mission.

Wheeler’s current research focuses on negotiation dynamics, dispute resolution, organizational design, and ethics. He is the editor of the Negotiation Journal and co-director of the Negotiation Pedagogy initiative at the inter-university Program on Negotiation.

Wheeler is the author or co-author of nine books, including most recently, 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. He 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 Atlantic Monthly and The New York Times.

He has also written scores of negotiation exercises, cases, notes, 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 is investigating emotions and unconscious attitudes that people bring to the bargaining table. With Clark Freshman he is also exploring nonverbal communication and lie detection in negotiation.

Wheeler 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 School. 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.

He 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, trade organizations, and government agencies on negotiation issues in the United States and abroad.

Michael A. Wheeler Speaking Topics

  • Negotiating Your Vision: Leadership, Innovation and Persuasion

    Explaining your vision to colleagues and employees is one thing; getting others to embrace that vision is another, especially when it will disrupt business as usual. Winning other people’s support requires a special kind of negotiation. It’s not about haggling or horse-trading. Instead it entails deep understanding of people’s concerns coupled with the ability to inspire others.

    In this stimulating presentation, Harvard Business School Professor Michael Wheeler draws examples from a broad range of contexts – entertainment, the arts, and history – to demonstrate how convincing others to embrace your vision isn’t about carrots and sticks, nor is it really about psychological gambits or personal charm. Rather, as Wheeler demonstrates, it’s about character, persistence, passion and unwavering commitment.

  • Emotionally Intelligent Negotiation

    An expert on the role of emotion – both negative and positive – Harvard Business School Professor Michael Wheeler takes issue with the popular notion that “separating the people from the problem” is key to success. In the real world, people often are the problem.

    In this practical and provocative presentation, Professor Wheeler explores the three dimensions of emotional intelligence in negotiation:

    self-awareness, the ability to recognize your own hot buttons so you stay poised even in high stress moments;
    capacity to understand others’ emotions and the drivers behind them (Wheeler exposes dangerous misconceptions about body language and nonverbal communication); and
    proactively encouraging other parties to lower defenses and curtail hostility, fostering more constructive relationships.
    

    The session includes stop-start analysis of short videos that illustrate different bargaining styles and techniques, and concludes with a six-step preparation exercise to be emotionally ready for every time you negotiate.

  • Art of Negotiation: Improvising Agreement in a Chaotic World

    Drawing from his highly praised book "The Art of Negotiation: How to Improvise Agreement in a Chaotic World," Harvard Business School Professor Michael Wheeler challenges one-size-fits-all approaches to negotiations that just don’t match real world realities. Plain and simple, negotiation can’t be scripted. That’s why great negotiators are natural improvisers. They understand that robust strategy and quick-on-your-feet tactics are essential. Unexpected opportunities will pop up as the process unfolds. So will obstacles.

    Through a combination of case studies, negotiation simulations and other interactive elements, Professor Wheeler teaches enhanced decision-making and negotiating skills that can be shared across an entire organization. Drawing on compelling examples from business, diplomacy and even the arts to illuminate the agile mindset techniques that allow master negotiators to break impasse and craft agreement, he provides a comprehensive view of negotiation – from openings to closings, and critical moments along the way, including when to say to say “yes” and how to say “no” without killing a deal.

    High-stakes business negotiations challenge your wits, confidence, and capacity to reason clearly under intense pressure. Leveraging the latest negotiation research and theory, Professor Wheeler helps participants prepare for complex negotiations, anticipate and overcome obstacles, and think on their feet for fast decisions in the “real world.”

Michael A. Wheeler Videos

  • Michael Wheeler: Emotionally Intelligent Negotiation - YouTube
  • Introduction to Negotiation 3.0 with Michael Wheeler - YouTube

Michael A. Wheeler Books

  • The Art of Negotiation: How to Improvise Agreement in a Chaotic World
    The Art of Negotiation: How to Improvise Agreement in a Chaotic World

FAQs on booking Michael A. Wheeler

  • How do I book Michael A. Wheeler to speak at my event?

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  • What are the speaker fees for Michael A. Wheeler

    Speaking fees for Michael A. Wheeler, or any other speakers and celebrities, are determined based on a number of factors and may change without notice. The estimated fees to book Michael A. Wheeler are for live events and for virtual events. For the most current speaking fee to hire Michael A. Wheeler, click the Check Availability button above and complete the form on this page, or call our office at 1.800.698.2536 to speak directly with an experienced booking agent.
  • What topics does Michael A. Wheeler speak about?

    Michael A. Wheeler is a keynote speaker and industry expert whose speaking topics include Business, College, Creativity Speakers, Earth Day, Environment, Finance, Law, Negotiation, Personal Growth, Professors, Relationships, Speakers by Industry, Teamwork and Teambuilding.
  • Where does Michael A. Wheeler travel from?

    Michael A. Wheeler generally travels from an undisclosed location, but can be booked for private corporate events, personal appearances, keynote speeches, or other performances. For more details, please contact an AAE Booking agent.
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    AAE Speakers Bureau has successfully booked keynote speakers like Michael A. Wheeler for clients worldwide since 2002. As a full-service speaker booking agency, we have access to virtually any speaker or celebrity in the world. Our agents are happy and able to submit an offer to the speaker or celebrity of your choice, letting you benefit from our reputation and long-standing relationships in the industry. Please click the Check Availability button above and complete the form on this page including the details of your event, or call our office at 1.800.698.2536, and one of our agents will assist you to book Michael A. Wheeler for your next private or corporate function.
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Michael A. Wheeler is a keynote speaker and industry expert who speaks on a wide range of topics such as Negotiating Your Vision: Leadership, Innovation and Persuasion, Emotionally Intelligent Negotiation and Art of Negotiation: Improvising Agreement in a Chaotic World. The estimated speaking fee range to book Michael A. Wheeler for your event is available upon request. Michael A. Wheeler generally travels from and can be booked for (private) corporate events, personal appearances, keynote speeches, or other performances. Similar motivational celebrity speakers are Nitin Nohria, Arthur I. Segel, James K. Sebenius, Maarten W. Bos and Andy Zelleke. Contact All American Speakers for ratings, reviews, videos and information on scheduling Michael A. Wheeler for an upcoming live or virtual event.

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