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Haas FacultyAuthor: Alumni FM / Ventures FM
The Haas Faculty Podcast is a Berkeley Haas Podcast featuring Berkeley Haas accomplished faculty members who teach and mentor the next business leaders. Language: en-us Genres: Business, Management, Marketing Contact email: Get it Feed URL: Get it iTunes ID: Get it |
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Holly Schroth, Distinguished Teaching Fellow and Senior Lecturer at Berkeley Haas – The Art of Negotiations
Thursday, 5 August, 2021
In today’s episode, we chat with award-winning lecturer Holly Schroth who leads classes in Negotiations, Influence, and Communications.Holly tells us a little about her history and what brought her to Haas nearly three decades ago to teach Negotiations.She also speaks about what makes a good negotiator, her research on Gen Z negotiations, and leaves listeners with some parting wisdom.Episode Quotes:What makes a good negotiation?“What makes a good negotiation is that both sides walk away satisfied.”Holly’s definition of negotiation“My definition is sharing information in order to problem-solve to reach mutually satisfying agreements. I’m not here to talk you into anything, but I’m here to help you think a different way and come to the conclusion yourself that this direction may or may not be best for you.”How to influence someone in a positive way“The best way to influence someone positively is to ask good questions to get them to think differently. You have to understand their thinking so that you can work with that and understand if that’s not based on factual information or there’s some other information that could be helpful for the person to understand, and then you can work through it. But if you never find out what someone is thinking or why they hold the position they do, then you really cannot influence the person.”Show Links:WebsiteHaas WebsiteLinkedInTwitter
