Is being a friendly negotiator costly?
Yes is the answer to that question if you only read the headline of the recent Harvard Business Review article Being Nice in a Negotiation Can Backfire. Negotiation is my field. I have…October 30, 2019
Episode 4: Negotiating with Emotion!
In this episode of One Step Ahead co-hosts Mike Wheeler and Kim Leary describe their research on the thoughts and feelings—most of them negative and unproductive—that many people bring to the bargaining table. Together…October 13, 2019
Episode 3: Motivating Your Top Talent
Andy Wasynczuk, the former Chief Operating Officer of the New England Patriots, is the guest in this episode of One Step Ahead. Nowadays Andy teaches Managing, Organizing and Motivating for Value Harvard Business School. Co-hosts Mike…October 13, 2019
Episode 2: The Jazz of Negotiation
In this episode of One Step Ahead co-hosts Mike Wheeler and Kim Leary talk with Frank Barret, author Yes to the Mess (Harvard Business Publishing). Together they explore important lessons negotiators about improvising and creativity…October 13, 2019
Episode 1: Welcome to One Step Ahead
Co-hosts Mike Wheeler and Kim Leary welcome listeners to One Step Ahead! Mike has been teaching negotiation at the Harvard Business School for twenty-five years. He focuses on strategic agility and quick-on-your-feet tactics.…October 13, 2019