Publications

Books

• Wheeler, Michael. The Art of Negotiation: How to Improvise Agreement in a Chaotic World. New York: Simon & Schuster, 2013. View details for The Art of Negotiation: How to Improvise Agreement in a Chaotic World
• Menkel-Meadow, Carrie, and Michael A. Wheeler, eds. What’s Fair? Ethics for Negotiators. San Francisco: Jossey-Bass, 2004.
• Wheeler, Michael A., ed. Business Fundamentals: Negotiation. Boston, MA: Harvard Business School Publishing, 2001.
• Wheeler, Michael A. Teaching Negotiation: Ideas and Innovations. Cambridge, MA: Program on Negotiation at Harvard Law School, 2000.
• Dede, Chris, John Richards, and Bror Saxberg, eds. Learning Engineering for Online Education: Theoretical Contexts and Design-Based Examples. New York: Routledge, 2019.

Scholarly Contributions

Infusion of AI into Negotiation Curricula

• Dinnar, Samuel, Chris Dede, Emmanuel Johnson, Carrie Straub, and Kristjan Korjus. “Artificial Intelligence and Technology in Teaching Negotiation.” Negotiation Journal 37, no. 1 (2021): 65–82.
• Wheeler, Michael. “Introduction to Special Issue: Artificial Intelligence, Technology, and Negotiation.” Negotiation Journal 37, no. 1 (2021): 5–12.
• Cao, Lydia, Ashley Etemadi, Michael Wheeler, and Chris Dede. “Keeping the ‘Glass Box’ Transparent: Comparing Expert and AI-Generated Ratings and Feedback in Stealth Assessment for Judgement-Focused Negotiation Simulations.” Journal of Research on Technology in Education 58, no. 1 (2025): 151–173.
• Etemadi, Ashley. “Breaking Barriers in Getting to Yes: Using Immersive Media for Cross-Cultural Negotiation Training.” Immersive Learning Research – Academic 1, no. 1 (February 2025).
• Dede, Chris, Ashley Etemadi, and Shari Metcalf. “Immersive Simulations for Skill Learning: An Interactive Workshop.” Immersive Learning Research – Immersive Learning Education and Design (iLEAD) 1, no. 1 (June 2025): 176–179.
• Cao, Lydia, and Chris Dede. Navigating a World of Generative AI: Suggestions for Educators. Cambridge, MA: The Next Level Lab at Harvard Graduate School of Education, 2023.

Considerations for Teaching and Practicing Negotiation

• Wheeler, Michael A. “Christo and Jeanne-Claude: The Negotiation of Art and Vice Versa.” Negotiation Journal 36, no. 4 (Fall 2020): 471–487. View details for “Christo and Jeanne-Claude: The Negotiation of Art and Vice Versa.”
• Wheeler, Michael A., and Kimberlyn Leary. “The Luck Factor in Negotiation.” Negotiation Journal 36, no. 1 (Winter 2020): 7–12. View details for “The Luck Factor in Negotiation.”
• Wheeler, Michael A. “Learning from Practice.” Negotiation Journal 32, no. 4 (October 2016): 345–355.
• Wheeler, Michael A. “Learning to Teach Negotiation.” Negotiation Journal 31, no. 4 (October 2015): 477–490. View details for “Learning to Teach Negotiation.”
• Wheeler, Michael A. “I Asked HBR Readers How They Negotiate — Here’s What I Found.” Harvard Business Review (website) (June 3, 2016). View details for “I Asked HBR Readers How They Negotiate — Here’s What I Found.”
• Wheeler, Michael A. “Assessment: What Kind of Negotiator Are You?” Harvard Business Review (website) (February 5, 2016). View details for “Assessment: What Kind of Negotiator Are You?”
• Wheeler, Michael A. “How to Be an Effective Negotiator.” Harvard Business Review (website) (November 16, 2015). View details for “How to Be an Effective Negotiator.”
• Wheeler, Michael A. “The Best Negotiators Plan to Think on Their Feet.” Harvard Business Review (website) (June 24, 2014). View details for “The Best Negotiators Plan to Think on Their Feet.”
• Wheeler, Michael A. “The Luck Factor in Great Decisions.” Harvard Business Review (website) (November 18, 2013). View details for “The Luck Factor in Great Decisions.”
• Leary, Kimberlyn, Julianna Pillemer, and Michael Wheeler. “Negotiating with Emotion.” Harvard Business Review 91, nos. 1/2 (January–February 2013): 96–103. View details for “Negotiating with Emotion.”
• 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 for “The Fog of Negotiation: What Negotiators Can Learn from Military Doctrine.”
• Wheeler, Michael A. “Three Cheers for Teaching Distributive Bargaining.” Negotiation Journal 28, no. 1 (January 2012): 73–78. View details for “Three Cheers for Teaching Distributive Bargaining.”
• 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).
• Wheeler, Michael A. “Chance and Negotiation.” Negotiation 13, no. 3 (September 2010).
• Wheeler, Michael A. “Poise Under Pressure.” Negotiation 9, no. 12 (December 2006): 1–3.
• 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.
• Wheeler, Michael A., and Lakshmi Balachandra. “What Negotiators Can Learn from Improv Comedy.” Negotiation 9, no. 8 (August 2006): 1–3.
• Wheeler, Michael A. “Is Teaching Negotiation Too Easy, Too Hard, or Both?” Negotiation Journal 22, no. 2 (April 2006): 187–197.
• Wheeler, Michael A. “Closing the Deal.” Negotiation 9, no. 4 (April 2006): 2–5.
• Wheeler, Michael A. “Want to Pull Ahead of the Competition?” Negotiation 8, no. 10 (October 2005): 9–11.
• Wheeler, Michael A. “Set Off a Chain Reaction.” Negotiation 8, no. 6 (June 2005): 4–6.
• Wheeler, Michael A. “Better or Best: Keeping Your Options Open.” Negotiation 8, no. 3 (March 2005): 9–11.
• Wheeler, Michael. “Which Comes First? How to Handle Linked Negotiations.” Negotiation 8, no. 1 (January 2005).
• Wheeler, Michael. “True or False? Lie Detection at the Bargaining Table.” Negotiation 7, no. 11 (November 2004).
• Wheeler, Michael. “Too Much of a Good Thing? The Role of Choice in Negotiation.” Negotiation 7, no. 9 (September 2004).
• Wheeler, Michael. “Overcoming Stage Fright: How to Prepare for Negotiation.” Negotiation 7, no. 8 (August 2004).
• Wheeler, Michael. “Turn Chaos to Your Advantage.” Negotiation 7, no. 4 (April 2004).
• Wheeler, Michael A. “Anxious Moments: Openings in Negotiation.” Negotiation Journal 20, no. 2 (April 2004): 153–169.
• Wheeler, Michael. “Fair Enough? An Ethical Fitness Quiz for Negotiators.” Negotiation 7, no. 3 (March 2004).
• Wheeler, Michael. “How to Negotiate Successfully Online.” Negotiation 7, no. 3 (March 2004).
• Wheeler, Michael A., and Dana Nelson. “Rocks and Hard Places: Managing Two Tensions in Negotiation.” Negotiation Journal 20, no. 1 (January 2004): 113–128.
• Wheeler, Michael. “Do You Know Where to Look for the Right Cues?” Negotiation 6, no. 12 (December 2003).
• 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.
• Wheeler, M. A. “Getting to No.” Negotiation Journal 13, no. 3 (September 1997): 227–233.

Influence of Social and Contextual Factors on Negotiations

• Carnevale, Joel B., Rachael Goodwin, Hannah Riley Bowles, Jennifer R. Overbeck, Siting Wang, Lei Huang, Zhi Liu, Lin Wang, Mo Wang, Ying Wang, Lingtao Yu, and Michael James Zyphur. “Gender and Leadership: Exploring Novel Questions, Theories, and Boundary Conditions.” Academy of Management Proceedings 2022, no. 1 (August 2022).
• Ames, Daniel, Hillary Anger Elfenbein, Einav Hart, and Hannah Riley Bowles. “Who Negotiates and When? Individual Differences and Context Effects in Negotiation.” Academy of Management Proceedings 2021, no. 1 (August 2021): 11969.
• Bowles, Hannah Riley, and Bobbi Thomason. “Negotiating Your Next Job.” Harvard Business Review (January–February 2021).
• Bowles, Hannah Riley, Bobbi Thomason, and Julia B. Bear. “Reconceptualizing What and How Women Negotiate for Career Advancement.” Academy of Management Journal 62, no. 6 (December 2019): 1645–1671.
• Bowles, Hannah Riley, and Linda Babcock. “How Can Women Escape the Compensation Negotiation Dilemma? Relational Accounts Are One Answer.” Psychology of Women Quarterly 37, no. 1 (March 2013): 80–96.
• Bowles, Hannah Riley. “Claiming Authority: How Women Explain Their Ascent to Top Business Leadership Positions.” Research in Organizational Behavior 32 (2012): 189–212.
• Bowles, Hannah Riley, and Michele Gelfand. “Status and the Evaluation of Workplace Deviance.” Psychological Science 21, no. 1 (2010): 49–54.
• Bowles, Hannah Riley, and Kathleen L. McGinn. “Gender in Job Negotiations: A Two-Level Game.” Negotiation Journal 24, no. 4 (October 2008): 393–410.
• Bowles, Hannah Riley, Linda Babcock, and Lei Lai. “Social Incentives for Gender Differences in the Propensity to Initiate Negotiations: Sometimes It Does Hurt to Ask.” Organizational Behavior and Human Decision Processes 103, no. 1 (May 2007): 84–103.
• Bowles, Hannah Riley, Linda Babcock, and Kathleen L. McGinn. “Constraints and Triggers: Situational Mechanics of Gender in Negotiation.” Journal of Personality and Social Psychology 89, no. 6 (December 2005): 951–965.