Professor Ofer Sharone has taught negotiations at MIT Sloan School of Management and currently at University of Massachusetts Amherst, and he happens to be one of Gerta’s earliest influences for her interest in negotiations. She took his Power and Negotiations class at MIT during undergrad, and over a decade later, we welcomed to our podcast!

Professor Sharone’s path to teaching about negotiations took many turns throughout his career. He earned his JD at Harvard Law School, spent his early career negotiating $100M+ finance deals in Japan, then left law to earn a PhD in sociology and to research how people navigate the job search and workplace. MIT brought him in to teach negotiations on the strength of his legal background, and today teaches the topic at UMass Amherst’s public policy shcool.

In this episode:

• Why power in a negotiation doesn't have to be zero-sum
• What makes a job offer the rare negotiation where the relationship and the money are both crucial
• How to run a salary conversation as joint problem-solving, and why "non-negotiable" isn’t a often a hard line
• The detective work of figuring out why a company picked you, and how to turn it into leverage
• Why naming a number too early works against you, and what Professor Sharone thinks about “anchoring” in salary negotiations
• Professor Sharone’s take on AI and the future of work

Connect with Ofer Sharone: https://www.linkedin.com/in/ofersharone

For more:

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Gerta's LinkedIn: https://www.linkedin.com/in/gertamalaj

Alex's LinkedIn: https://www.linkedin.com/in/alexhapki