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Business School - Sharran Srivatsaa EPISODE 25, 17th November 2020
How the Best MBAs Think and Negotiate with Tim Vogus
00:00:00 00:58:29

How the Best MBAs Think and Negotiate with Tim Vogus

Learn the principles of negotiation and the power of perspective thinking in conflict resolution. In today’s episode, Sharran shares valuable insights with his former mentor, Tim Vogus, Professor of Management at Vanderbilt University - Owen Graduate School of Management. In recent years, he was named one of the Top 50 Most Influential Business School Professors of 2013 and the Top 40 Business School Professors Under 40 by Poets&Quants.com. Tune in as they go deep into topics such as thinking in drafts, anchoring, and how the language pattern perspective impacts negotiation. 

“Everything is just an ongoing process.”

– Tim Vogus

In This Episode:

- Tim’s research on healthcare, quality, and safety

- Everything is just an ongoing process

- How do you “think in drafts” without putting yourself in a tough position

- The necessity of asking for coaching and feedback 

- Engaging in perspective thinking and emphatic thinking

- Sharran’s view of negotiation as a capability

- The art of negotiation: BATNA (Best Alternative to Negotiated Agreement), ZOPA (Zone of Possible Agreement), and your reservation price

- The anchoring principle

- How to use clear communication as a strategy for conflict resolution 


- Vanderbilt University - Owen Graduate School of Management Website

- Tim’s Research: First, Do No Harm: Creating Highly Reliable Health Care Organizations

Connect with Tim Vogus:

- LinkedIn

- Twitter

Connect with Sharran:

- Website

- LinkedIn

- Facebook

- Instagram

- Twitter