Integrative Negotiating Skills

Juliana Schroeder, Assistant Professor, Management of Organizations, Berkeley-Haas

Negotiation is the art and science of securing agreements between two or more parties who are interdependent, and who are seeking to maximize their outcomes. This session will help you to understand the behavior of individuals, groups and organizations in the context of cooperative and competitive situations. You will learn the theory and processes of negotiation so that you can negotiate successfully in a variety of settings. We will particularly focus on “integrative” negotiations: growing the bargaining pie and creating stronger relationships across the bargaining table.

Juliana Schroeder conducts research on the experimental study of social cognition. Her research explores primarily two aspects of how people navigate their social worlds: first, how people form inferences about others’ mental states and mental capacities and second, how these inferences influence their interactions.

Juliana’s research has been published in journals such as Journal of Experimental Psychology, Psychological Science, Group Processes & Intergroup Relations, Social Psychological & Personality Science, and the Personality and Social Psychology Bulletin. It has been featured by outlets such as the New York Times, Newsweek, NBC, and the Today Show, and has been funded by the National Science Foundation.

Juliana received a bachelor’s degree in psychology and economics from The University of Virginia. She received a master’s degree in social psychology and advanced methods from the University of Chicago, and an M.B.A. from The Chicago Booth School of Business. Her Ph.D. is in Psychology and Business from the University of Chicago. Juliana has been an Assistant Professor at the Haas School of Business since July 2015.


Leave a Reply

Your email address will not be published. Required fields are marked *