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Teaching and Training


I am an award-winning teacher who has taught courses at all levels (e.g., executive education, EMBA, MBA, undergraduate, and PhD). Most recently, my MBA teaching was rated 4.7/5.0 (the highest rating achieved by any recent MBA course) and my PhD teaching was rated 5.0/5.0 (the highest rating possible).

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I also work with organizations to create customized training programs (ranging in length from half a day to several days). I advise companies and non-profit organizations on topics such as negotiation, decision making, organizational behavior, and leadership. Please contact me to schedule a training/workshop or a speaking event.

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Praise from past participants and students:

  • "Extremely engaging, a powerful orator ... gets people to think."

  • "The best professor I have ever had."

  • "The best university course I have taken ... would recommend it to anyone no matter if they are interested in negotiations or not."

  • "Brilliant lecturer who made each session one to look forward to."

  • "Best professor."

  • "Very passionate and ... a great speaker ... my favorite class."

  • "The perfect balance of interaction and lecture."

  • "He is an outstanding public speaker and I was looking forward to every one of his classes."

  • "Thank you so much for teaching the most enjoyable course I've ever taken ... I've truly learned something."

  • "Best module I ever attended ... Very useful for my daily life and work."

  • "Goes to a next profound level for concepts, application, and implementation."

  • "The perfect environment for learning."

  • "Loved the thinking required and the skills picked up that can be used in real life."

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​Here are some recent courses that I have taught:

 

Mastering Influence: The Science of Getting Things Done Through Others (MBA)

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How can you effectively influence people? Over the last 30 years, psychologists, economists, and business scholars have joined forces to investigate what actually influences people’s decisions. The primary goal of this course is to use insights from this research program (often called “behavioral science” or “behavioral economics”) to improve your ability to influence the behavior of others. This course will explore many influence tools ranging from economic incentives to psychological nudges. We will discuss how, why, and when using these tactics can be effective, as well as how they can fail or even backfire. We will analyze common mistakes that people make when trying to influence others, and how can you avoid them. We will also consider strategies to defend yourself against being manipulated in unwanted directions. Both interpersonal applications (e.g., leadership) and organizational applications (e.g., policy interventions to solve managerial problems) will be discussed.

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Communications, Influence and Negotiations (EMBA)

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The course will highlight the components of effective negotiation and influence and teach participants to analyze their own behavior in interpersonal interactions. In addition, we will also examine principles of charismatic communication that are essential for senior leaders in developing their ability to inspire others. The course will be largely experiential, providing participants with the opportunity to develop their skills by participating in hands-on exercises and integrating their experiences with the principles presented in the assigned readings and course discussions.

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Negotiation

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This course is designed to improve students' skills in all phases of a negotiation. We will discuss prescriptive and descriptive negotiation theory as it applies to a variety of contexts including buyer-seller transactions, job negotiations, multi-party negotiations, team negotiations, auctions, and disputes. Using hands-on negotiation exercises, readings, and lively discussions, students will build and hone their ability to understand, evaluate, and manage the personal, social, and situational dynamics of negotiations.

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