Dr. Alison Wood Brooks

Yeah.

Some of my colleagues were sort of the founders of this framework that is now taught at every business school, at every law school.

It's really an incredible course.

Why were they recruiting you?

Well, I went to grad school.

I went to grad school in a business school at Wharton in Philadelphia.

I was obsessed with humans and people and figuring us all out.

And I was a behavioral scientist.

And in grad school, I spent my time studying emotions, the way that we feel on the inside, but also how we talk about our feelings with other people.

And one of the places that I studied emotions was in negotiations.

When you put people in these difficult situations, how do they feel?

How are their feelings influencing their behavior and what they're able to do when they're negotiating?

Yeah.

So I was there.

I taught negotiation for about four years.

It's an amazing course.

You spend time practicing in doing these role plays of, okay, you're going to be, you're the manager of a factory and you need to negotiate and procure some of these hard things or, oh, now you're going to negotiate for a new house.

Okay, let's do that.

Let's go practice.

You do these role plays.