Anchoring Influence in Empathy | Dr. Carolyn Goerner

What this episode covers

One this episode of the Rethink Marketing Podcast, Colin Jeffries is joined by Dr. Carolyn Goerner, a negotiation, power, and imposter syndrome expert, as well as a clinical professor of management at the Kelley School of Business. She shares insights on power, vulnerability, empathy, negotiation, and influence. From understanding the underlying motivations and interests to working together against a problem, Dr. Goerner shares tips to help each listener find their negotiation style. When is the last time you created shared blank space to change an adversarial situation to one of collaboration? How do we callout bias without being offensive? This is a can't miss conversation for anyone looking to improve their professional relationships! Takeaways: Empathy is crucial in building influence and establishing power. Understanding the 'why' behind negotiations helps in finding mutually beneficial solutions. Developing empathy requires seeing things from different perspectives and actively listening to others. Vulnerability and trust are essential in negotiations and building strong relationships. Creating shared blank space allows for co-creation of needs without framing bias. Gender stereotypes in negotiation are being rethought, with training and confidence playing a bigger role than gender. Personality traits can influence negotiation styles and outcomes. Calling out biases explicitly can reduce their impact in negotiations. Chapters: 00:00 - Introduction and Background 01:25 - Career Pivots and Learning 05:06 - Empathy and Influence 06:20 - Developing Empathy 07:49 - Training Empathy 15:43 - Power, Influence, and Vulnerability 19:00 - Commitment vs. Compliance 26:02 - Negotiation and Empathy 35:26 - Understanding the 'Why' in Negotiation 42:50 - Creating Shared Blank Space 43:25 - Empathy and Vulnerability 44:22 - Rethinking Gender Stereotypes in Negotiation 45:15 - Personality and Negotiation 46:25 - Busting Bias through Explicitness 47:12 - Recap and How to Connect with Dr. Goerner The Rethink Marketing Podcast is available on all major podcast platforms! Subscribe to our Youtube channel or visit our website at rethinkmarketingpodcast.com where you can learn more about the show or just peruse our guest list and episode library. We are a proud partner show of the Marketing Podcast Network. Learn more about your ad choices. Visit megaphone.fm/adchoices

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