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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

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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.

Speaking Topics
  • 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.”

  • 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.

  • 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.

Videos
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
  • HOW TO BOOK Michael A. Wheeler?

    Our booking agents have successfully helped clients around the world secure talent like Michael A. Wheeler for both live and virtual events for over 15 years. The team at All American Entertainment represents and listens to the needs of organizations and corporations seeking to hire keynote speakers, celebrities or entertainers for speaking engagements, personal appearances, product endorsements, or corporate entertainment. Fill out a booking request form for Michael A. Wheeler, or call our office at 1.800.698.2536 to discuss your upcoming event. One of our experienced agents will be happy to help you get pricing information and check availability for Michael A. Wheeler or any other celebrity of your choice.
  • HOW MUCH DOES IT COST TO BOOK Michael A. Wheeler?

    Booking fees for Michael A. Wheeler, or any other speakers and celebrities, are determined based on a number of factors and may change without notice. Pricing often varies between live and virtual events. Other factors that can affect speaker fees include the talent's schedule, market conditions, length of presentation, and the location of the event. The live and virtual event speaking fees listed on this website are intended to serve as a guideline only. In some cases, the actual quote may be above or below the stated range. For the most current fee to hire Michael A. Wheeler, please fill out the booking request form or call our office at 1.800.698.2536 to speak with an experienced booking agent.
  • WHO IS THE AGENT FOR Michael A. Wheeler?

    All American Entertainment has successfully secured celebrity talent like Michael A. Wheeler for clients worldwide for more than 15 years. As a full-service talent 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. Fill out the booking request form 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.
  • WHAT IS A FULL-SERVICE TALENT BOOKING AGENCY?

    All American Speakers is a "buyers agent" and exclusively represents talent buyers, meeting planners and event professionals, who are looking to secure celebrities and speakers for personal appearances, speaking engagements, corporate entertainment, public relations campaigns, commercials, or endorsements. We do not exclusively represent Michael A. Wheeler or claim ourselves as the exclusive booking agency, business manager, publicist, speakers bureau or management for Michael A. Wheeler or any other speaker or celebrity on this website. For more information on how we work and what makes us unique, please read the AAE Advantage.
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All American Entertainment (AAE) exclusively represents the interests of talent buyers, and does not claim to be the agency or management for any speaker or artist on this site. AAE is a talent booking agency for paid events only. We do not handle requests for donation of time or media requests for interviews, and cannot provide celebrity contact information.

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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

  • 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.”

  • 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.

  • 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.

Michael A. Wheeler Videos

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

Michael A. Wheeler Books

FAQs on booking Michael A. Wheeler

  • How to book Michael A. Wheeler?

    Our booking agents have successfully helped clients around the world secure talent like Michael A. Wheeler for both live and virtual events for over 20 years. The team at All American Entertainment represents and listens to the needs of organizations and corporations seeking to hire keynote speakers, celebrities or entertainers for speaking engagements, personal appearances, product endorsements, or corporate entertainment. Fill out a booking request form for Michael A. Wheeler, or call our office at 1.800.698.2536 to discuss your upcoming event. One of our experienced agents will be happy to help you get pricing information and check availability for Michael A. Wheeler or any other celebrity of your choice.
  • How much does it cost to book Michael A. Wheeler?

    Booking fees for Michael A. Wheeler, or any other speakers and celebrities, are determined based on a number of factors and may change without notice. Pricing often varies between live and virtual events. Other factors that can affect speaker fees include the talent's schedule, market conditions, length of presentation, and the location of the event. The live and virtual event speaking fees listed on this website are intended to serve as a guideline only. In some cases, the actual quote may be above or below the stated range. For the most current fee to hire Michael A. Wheeler, please fill out the booking request form or call our office at 1.800.698.2536 to speak with an experienced booking agent.
  • Who is the agent for Michael A. Wheeler?

    All American Entertainment has successfully secured celebrity talent like Michael A. Wheeler for clients worldwide for more than 20 years. As a full-service talent 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. Fill out the booking request form 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.
  • What is a full-service talent booking agency?

    All American Speakers is a "buyers agent" and exclusively represents talent buyers, meeting planners and event professionals, who are looking to secure celebrities and speakers for personal appearances, speaking engagements, corporate entertainment, public relations campaigns, commercials, or endorsements. We do not exclusively represent Michael A. Wheeler or claim ourselves as the exclusive booking agency, business manager, publicist, speakers bureau or management for Michael A. Wheeler or any other speaker or celebrity on this website. For more information on how we work and what makes us unique, please read the AAE Advantage.

Michael A. Wheeler is a keynote speaker and industry expert who speaks on a wide range of topics such as Art of Negotiation: Improvising Agreement in a Chaotic World, Emotionally Intelligent Negotiation and Negotiating Your Vision: Leadership, Innovation and Persuasion. 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.

Michael A. Wheeler Speaking Topics

  • 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.”

  • 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.

  • 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.

Michael A. Wheeler Speaker Videos

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

Tell us about your event!

During normal business hours, we respond to most inquiries within 4 hours.

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Speakers Similar to Michael A. Wheeler

This website is a resource for event professionals and strives to provide the most comprehensive catalog of thought leaders and industry experts to consider for speaking engagements. A listing or profile on this website does not imply an agency affiliation or endorsement by the talent.

All American Entertainment (AAE) exclusively represents the interests of talent buyers, and does not claim to be the agency or management for any speaker or artist on this site. AAE is a talent booking agency for paid events only. We do not handle requests for donation of time or media requests for interviews, and cannot provide celebrity contact information.

If you are the talent, and wish to request removal from this catalog or report an issue with your profile, please click here.

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