Anchoring Influence in Empathy | Dr. Carolyn Goerner

The Rethink Marketing Podcast

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

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