97% Effective

Learn more about Michael Wenderoth, Executive Coach: www.changwenderoth.com

SHOW NOTES:

Less than 2 out of every 100 dollars invested in venture capital goes to women and minority-owned startups. Leesa Soulodre, Founder and GP at R3i Capital, shares her experience transforming the world’s most promising deep tech companies by accelerating their growth. We discuss her views on elevating women in entrepreneurship and investment, her “Aussie” traits that have propelled her – and address practical steps to leveling the playing field within venture capital.

• “In my veins since I could walk” that led to filling a missing middle
• Providing an active service to combat “vulture” capital
• Helping founders connect to smart capital
• Give before you get to remove informational asymmetries: Leesa’s competitive advantage
• Turning venture capital on its head
• Surround yourself by others with strengths you don't have
• Women breaking into venture capital
• How to be a giver and not get taken advantage of
• “Always be a risk manager”
• 3 sources of information you need for success
• Practical steps to building trust
• Vulnerability vs stupidity
• Utilizing the digital environment to understand your founders
• Triangulate: How to detect BS in a venture firm

BIO AND LINKS:

Leesa Soulodre is the Founder and General Partner at R3i Capital, a venture capital firm that accelerates the growth of deep tech companies. She is a strong advocate for diversity, equity, and inclusion (DEI) and a power player that harnesses her affiliations, network and platforms to level the playing field for female founders. A globe-trotting super-connector and community builder, Leesa advises, educates, speaks, and writes on investing, technology, and the new economy. She is Clinical Professor of Practice at SMU Cox School and lecturer at dozens of elite forums and institutions, including Singapore Management University and IE Business School.

•  R3i Company website: https://www.r3icapital.com
• Linkedin: https://www.linkedin.com/in/leesasoulodre/
• Personal website: https://www.leesasoulodre.co
• Coolwater Capital (Accelerator) website: https://pitchbook.com/profiles/investor/495841-42#analytics
• Women in VC website: https://www.women-vc.com/
• Adam Grant’s research on givers: https://hbr.org/2013/04/in-the-company-of-givers-and-takers
• She Loves Tech: https://www.shelovestech.org/
• Michael’s Book, Get Promoted: https://changwenderoth.com/#tve-jump-180481ecea3

Learn more about Michael Wenderoth, Executive Coach: www.changwenderoth.com

 SHOW NOTES:

 What does it mean to be “Undeniable”? Stephen Childs, senior executive, thought leader and executive coach, is on a mission to help others achieve their ambitious goals and become the best versions of themselves. We discuss how he helped make Panasonic Automotive one of the most admired places to work – and break down “the work” you need to put in, if you want to land in the top 10%.

• Taking the worry out of the “success model”
• 1 thing that will surprise you about Stephen
• Why Panasonic allows Stephen to also work externally as a speaker and coach
• Where highly people want to come – and stay
• Why it’s a bad sign when your company gets you a coach, and what you should do instead
• Do this and you have already won
• Dealing with obstacles
• How coaching differs (vs training, mentors, rotations)
• How coaching creates accountability
• Parts of Executive Presence that most people overlook
• Changing "neural pathways": 65% people should first focus here
• 63, 90, and 1%
• It’s gotta be sticky and WTF!
• 10-year study on successful CEOs
• Why companies promote ineffective leaders
• How Stephen closed the gap when he realized he wasn’t qualified to do his job
• How to reach out: the quarterly goal Stephen sets for his direct reports
• DEI in action and “attracting what you operate to”
• Unintended consequences when you put in the work

BIO AND LINKS:

 Stephen Childs is VP & CHRO at $8.5 billion leader Panasonic Automotive, where he has been instrumental in making it one of the most admired places to work. He is a highly acclaimed global keynote speaker and executive coach, certified at Columbia University, and is on a relentless mission to help others become Undeniable. A Global Talent Fellow at the Wharton School, member of the Forbes Human Resources Council, and two-time HR Executive of the year, Stephen is an alum of the University of Alabama.

•  Stephen on LinkedIn: https://www.linkedin.com/in/stephenchildstalentmgt/
• Panasonic Automotive: https://automotive.panasonic.com/en
• Book Stephen to speak: https://speakerhub.com/speaker/stephen-childs
• Stephen’s Coaching Website: https://www.neuroexecutivecoaching.net
• Brooke Vuckovic’s model on Executive Presence: https://insight.kellogg.northwestern.edu/article/executive-presence-how-to-develop-yours
• Dr. Matthew Walker, Why We Sleep: https://www.simonandschuster.com/books/Why-We-Sleep/Matthew-Walker/9781501144325
• 63 days to create a habit (Dr. Caroline Leaf): https://drleaf.com/pages/about-dr-leaf
• Atomic Habits by James Clear: https://jamesclear.com/atomic-habits
• Stephen’s sticky “WTF” model: https://www.linkedin.com/pulse/wtf-stephen-childs-gtml-/
• David Rock at the NeuroLeadership Institute: https://neuroleadership.com
• 10-year study: 4 Things that separate successful CEOs: https://hbr.org/2017/05/what-sets-successful-ceos-apart
• Michael’s Book, Get Promoted: https://changwenderoth.com/#tve-jump-180481ecea3

Learn more about Michael Wenderoth, Executive Coach: www.changwenderoth.com

SHOW NOTES:

What can leaders learn from pilots? Tenille Cromwell, chief pilot, shares four lessons from the cockpit that will make you a more effective leader. We look at how pilots communicate, work with their teams and navigate storms to complete their missions safely. Tenille, who flew her first solo flight at 17, draws from deep experience leading airborne customer support and her time in the US Navy as mission commander and instructor. She holds a BS from the University of Southern California (USC), an MBA from Georgia Southern University, and completed executive education at Harvard’s Kennedy School and Stanford’s Graduate School of Business.

• Her grandpa, the lightbulb moment and “Mom and Dad, college is on me.. I joined the Navy”
• The job of a Chief Pilot, the job of a pilot
• Lesson #1: Communication
• “CRM” and depersonalizing, conciseness and tailoring to the audience
• Two giant jets, 100 feet apart – Tone and how you say it
• Lesson #2: Co-pilots and Diversity of Thought
• Her military background vs that of her co-pilot: “a rich fabric of decision making”
• Trust
• Flying into Bozeman, “I can’t see the runway”
• Huddles to discuss the Brief (“Exec Summary”)
• “No, it’s not all Kumbaya”: A time for collaboration vs a time to make a decision
• Scenario planning, pre-mortems and debriefs to avoid error
• 45,000 feet and losing pressure is “not a time for conversation, we need to descend now”
• Lesson #3: Navigating Thunderstorms and the 4 routes
• Lesson #4: Surrounding yourself with a good team
• “I really couldn't do this without these people”
• The role of recognition and her Christmas tradition
• When bringing stragglers along is gross mis-prioritization
• “It’s not all glory being a chief pilot”
• The importance of overcommunication – “Just because you think it doesn’t mean other people know it” - why it helps in the cockpit to include your copilot in your internal thought process
• Women in aviation, with India as an outlier?
• The physical demand is not the challenge, but managing the time away is
• “Start them early” – experience and exposure
• You can’t have it all but you can sure try
• “You don’t always need to find a mentor that looks like you” and other advice for young women
• Guys have the same challenges that women do - "No need to belittle yourself to fit in"
• Her favorite plane to fly (quite the savvy response…)

BIO AND LINKS:

Tenille Cromwell is Chief Pilot for an elite private aircraft manufacturer. She flies the G150, G350, G450, and G550, manages 17 pilots and seven aircraft that are continuously operating around the world to meet customer needs. She started her aviation career in the US Navy, where she served as Instructor Pilot and Mission Commander in the E-6B (TACAMO), and as Instructor Pilot in the T-1 (Hawker 400) for future military aviators. Tenille holds a BS in Business from the University of Southern California, an MBA from Georgia Southern University, and earned executive education certificates in Public Leadership from Harvard’s Kennedy School, and in Corporate Innovation from Stanford’s Graduate School of Business (LEAD). When not completing missions that add to her 7000+ flight hours, she lives in Savannah, Georgia with her husband, and three children.

• Tenille on Linkedin: https://www.linkedin.com/in/tenille-cromwell-0b079718b/
• JFK’s 1962 Clip: “We choose to go to the Moon” - https://www.youtube.com/watch?v=iQV9CAJWlVY
• Flights, by by the numbers: https://www.spikeaerospace.com/air-traffic-around-the-globe-over-24-hours/
• How safe is it to fly? https://simpleflying.com/how-safe-is-flying/
• Malcolm Gladwell’s book Outliers: https://www.amazon.com/Outliers-Story-Success-Malcolm-Gladwell/dp/0316017930
• Scenario planning to avoid error (and the strong case for pre-mortems): https://hbr.org/2007/09/performing-a-project-premortem
• Stats on women in aviation: https://www.livemint.com/news/india/at-15-india-has-most-number-of-female-pilots-in-the-world-11679622535369.html
• Time to become a pilot? The upcoming shortage is real: https://edition.cnn.com/2023/04/19/business/pilot-shortage-retirement-tsunami/index.html
•  Michael’s Book, Get Promoted: https://changwenderoth.com/#tve-jump-180481ecea3

Learn more about Michael Wenderoth, Executive Coach: www.changwenderoth.com

 SHOW NOTES:

 It’s real: Most Asians and Asian Americans don’t speak up, which seriously stunts their rise to leadership positions in corporate America. In this continuation episode, Joy Chen, CEO of the Multicultural Leadership Institute, shares what she is doing to help Asian Americans – and corporate leaders – address the “Age 30 problem.” We talk about the importance of self-talk, the strategy of “richly sharing”, and what she finds most resonates with today’s Fortune 50 leaders on the topic of DEI and leadership.

•  Discussing our deep pain: The Age 30 problem and “Asian Americans Don’t Speak Up”
• From networking to getting deeply grounded with ourselves
• The first and most important step
• Be aware of your self-talk
• Mini-case: A humiliating lesson from Joy’s early career
• The gap and the gain: Replacing negative thoughts with useful action
• “Asian-American” is a diverse group!
• Cultural goggles and cultural fluency
• Research-backed strategy: How “richly sharing” helps us connect
• Is America really polarized & What’s working? Joy reflects on her keynotes to Fortune 50 C-Suite and Boards
• Analyzing Joy’s use of fun and humor
• The surprising story of how Joy connected to pioneer Yue Sai-Kan, and what she learned from her about power

BIO AND LINKS:

 Joy Chen is an entrepreneur, keynote speaker and global leader. She is CEO of the Multicultural Leadership Institute (the MLI), which seeks to accelerate Asian Americans into leadership positions, and enable leadership for all. Joy has served as Deputy Mayor of Los Angeles; Principal at Heidrick & Struggles, where she placed CEOs in Fortune 500 companies; and has written two best-sellers, Do Not Marry Before Age 30《30岁前别结婚》and How to Get Lucky in Your Career《30 岁趁势而为 Suì chènshì ér wéi 》 that powered her Beijing-based global leadership training company. Joy has been profiled in major media outlets including the Wall Street Journal, Economist and CNN. She holds a BA from Duke and an MBA and MA in Urban Planning from UCLA. She resides with her family in California. In the brutal, ongoing war that has savagely divided Americans, she picked up pickleball to better understand both sides.

• Previous episode with Joy on 97% Effective: https://redcircle.com/shows/97-effective/episodes/cf114ccf-87c6-498d-a703-b9937960cb02
• Joy on LinkedIn: https://www.linkedin.com/in/joychen/
• Multicultural Leadership Institute: https://www.themli.net
• Asian American Leadership Accelerator: https://www.themli.net/asian-american-leadership-accelerator
• How people foster a sense of inclusion through the ways in which they conceal, express, and respond to social identity differences in interpersonal interactions (research by Prof Rachel Arnett at Wharton): https://www.rachelarnett.com/research
• Why East Asians but not South Asians are underrepresented in leadership positions in the US (Research by Prof Jackson Lu, MIT): https://www.pnas.org/doi/abs/10.1073/pnas.1918896117
• The escalating war that is dividing so many Americans: https://www.theguardian.com/sport/2022/oct/05/blame-threat-and-clash-the-war-between-pickleball-and-tennis-players-is-escalating-on-and-off-the-court
• Joy’s connection to Yue-Sai Kan: https://en.wikipedia.org/wiki/Yue-Sai_Kan
• 14- min FREE webinar on Speaking Up: https://www.themli.net/why-many-asians-don't-speak-up-joy-chen
• Her LI newsletter, Operating Inclusion – Science based insights…: https://www.linkedin.com/newsletters/operationalizing-inclusion-6862074050735427584/
• Michael’s Book, Get Promoted: https://changwenderoth.com/#tve-jump-180481ecea3

Learn more about Michael Wenderoth, Executive Coach: www.changwenderoth.com

 SHOW NOTES:

 Asians are among the most educated group in US society, but become the “first hired and last promoted” when it comes to rising in corporate America. Joy Chen, CEO of the Multicultural Leadership Institute (MLI), shares her career ascent and perspectives, and how she puts that to work to service others through the MLI. We discuss growing up Chinese in America, the “unwritten rules” that operate at the top of US companies, and how she reached the top of three industries without ever sending a resume. She even reveals her secret sauce, “UAF,” which will make you re-think what unpaid work you take on to get ahead.

•  What you can learn from Old Man Sai
• The benefit and cost of fitting in: growing up “weird”, as a banana
• Her early superpower
• What’s different at the top of the corporate pyramid
• Two columns of notes: What Joy looked for when she was a CEO headhunter
• The one critical thing sought after, across ALL executive searches
• The unwritten rules (and skills needed) in corporate America
• The #1 career resource for Chinese abroad in the US
• A blog post on “Left over women” that goes viral and shifts her career
• How Joy illustrates the 5 drivers that research shows propels your career, revelaled in Michael’s book
• “UAF”: Joy’s secret sauce to career growth
• How she got to the top of 3 industries -- without ever applying for those jobs
• The power of high-quality and free
• Avoiding the trap of unpaid “housework”
• Which “intersections” you should be working at
• Ways to grow as leaders before we are appointed as leaders

 BIO AND LINKS:

 Joy Chen is an entrepreneur, keynote speaker and global leader. She is CEO of the Multicultural Leadership Institute (the MLI), which seeks to accelerate Asian Americans into leadership positions, and enable leadership for all. Joy has served as Deputy Mayor of Los Angeles; Principal at Heidrick & Struggles, where she placed CEOs in Fortune 500 companies; and has written two best-sellers, Do Not Marry Before Age 30《30岁前别结婚》and How to Get Lucky in Your Career《30 岁趁势而为 Suì chènshì ér wéi 》 that powered her Beijing-based global leadership training company. Joy has been profiled in major media outlets including the Wall Street Journal, Economist and CNN. She holds a BA from Duke and an MBA and MA in Urban Planning from UCLA. She resides with her family in California. In the brutal, ongoing war that has savagely divided Americans, she learned pickleball to better understand both sides.

•  Joy on LinkedIn: https://www.linkedin.com/in/joychen/
• The Multicultural Leadership Institute: https://www.themli.net
• Wall Street Journal Feature on Joy: https://www.themli.net/wall-street-journal-joy-chen
• The Asian American Leadership Accelerator: https://www.themli.net/asian-american-leadership-accelerator
• 14- min FREE webinar on Speaking Up: https://www.themli.net/why-many-asians-dont-speak-up-joy-chen
• ASCEND Study: Asian Americans Least Likely Group in the U.S. to Be Promoted to Management: https://hbr.org/2018/05/asian-americans-are-the-least-likely-group-in-the-u-s-to-be-promoted-to-management
• Even deeper challenges for Asian American women advancing into senior ranks (McKinsey study): https://www.mckinsey.com/featured-insights/diversity-and-inclusion/asian-american-workers-diverse-outcomes-and-hidden-challenges
• Concept of the “model minority”: https://en.wikipedia.org/wiki/Model_minority
• Complexities of being a “Banana”: https://asiasociety.org/blog/asia/how-banana-magazine-captures-new-yorks-asian-american-creative-community
• The concept of Covering: (Kenji Yoshino): https://www.nytimes.com/2006/01/15/magazine/the-pressure-to-cover.html
• Joy’s LI newsletter, Operating Inclusion – Science based insights…: https://www.linkedin.com/newsletters/operationalizing-inclusion-6862074050735427584/
• Michael’s Book, Get Promoted: https://changwenderoth.com/#tve-jump-180481ecea3

Learn more about Michael Wenderoth, Executive Coach: www.changwenderoth.com

SHOW NOTES:

What can we learn from global leaders -- who routinely face culture shock -- about navigating differences and leading diverse teams? Gabor Holch, intercultural leadership expert and author, shares his experience helping thousands manage, lead through, and harness culture shock to get ahead, and get results. We discuss keys to enhancing your intercultural communication, how to apply those techniques to managing across differences, and dive into his latest book, Dragon Suit.

• The curious intercultural origin of “Campanile”
• 换位思考 and 摸石头过河 (Why these Chinese idioms resonate most with Gabor and Michael, as Executive Coaches)
• Landing on your ass as an expatriate leader: “What do people want from me?”
• Working through the “boss baby phase” and culture shock
• The costs of ineffective expats
• Taking a more holistic approach: What most organization miss when it comes to intercultural adaptation
• From transplant to being “parachuted in”
• The wrong question to ask in a multicultural business environment
• Most intercultural clashes don’t come from national differences
• Structured awareness to map cultural gaps
• A richer view through culture mapping
• Stereotypes vs bias
• Two easy ways to read people
• The powerful skill of managing across difference
• “Good music is half silence”: Coaching ambitious leaders to breathe and listen
• Why you should care about Gabor’s latest book, Dragon Suit
• What’s your blank slate when it comes to China?
• Why and how and how you should “take a step towards China”
• Beyond a US-centric view: China’s contributions to management and leadership theory

BIO AND LINKS:

Gabor Holch is an East-West intercultural leadership consultant, coach, author and speaker who has served 100+ clients in 30+ countries. An expat since age 4 and China-based since 2002, Gabor is a Certified Management Consultant (CMC) in English and Mandarin, certified at the management academies of numerous global corporations, and licensed in major assessment tools including DISC, the Predictive Index, NeuroColor and MBTI. His upcoming book, “Dragon Suit: The golden age of expatriate executives in China” will be published by Business Expert Press in New York, 2023.

• Gabor on LinkedIn: https://www.linkedin.com/in/gaborholch/
• Campanile: https://www.campanileconsulting.com
• Dragon Suit, the book, website: http://www.dragonsuit.info/
• Twitter: https://twitter.com/GaborHolch
• Facebook: https://www.facebook.com/gaborholch
• YouTube: https://www.youtube.com/c/GaborHolch
•  What is culture shock and why should business leaders care: https://www.linkedin.com/feed/update/urn:li:activity:7041664594263564288/?updateEntityUrn=urn%3Ali%3Afs_updateV2%3A%28urn%3Ali%3Aactivity%3A7041664594263564288%2CFEED_DETAIL%2CEMPTY%2CDEFAULT%2Cfalse%29
• Can they figure you out in 5 minutes: https://www.linkedin.com/pulse/can-figure-you-out-5-minutes-gabor-holch/?trk=pulse_spock-articles
• Béla Bartók “Good music is half silence”: https://www.youtube.com/watch?v=-w-k5p3zs8Q
•   A Year Without Made in China https://onlinelibrary.wiley.com/doi/book/10.1002/9781119202981
• Michael’s Book, Get Promoted: https://changwenderoth.com/#tve-jump-180481ecea3

Learn more about Michael Wenderoth, Executive Coach: www.changwenderoth.com

SHOW NOTES:

Every day we’re told to be more confident, and that confidence leads to success. Is that truth – or a comforting fantasy? It’s true that under confidence can hold us back, that many leaders tend to be confident -- and that we promote and elect individuals who exude confidence. But there’s substantial evidence that overconfidence can lead to poor decisions, weak governance, and deep downsides. So what’s an honest, thoughtful self-doubting person -- who wants to rise, make an impact, steer their organization responsibly – supposed to do? I explore these questions with Don Moore, Professor of Leadership and Associate Dean at the Haas Berkeley School of Business. Don is the world expert on confidence and overconfidence, and author of the book, Perfectly Confident: Calibrating Your Decisions Wisely. We explore how to calibrate your confidence wisely -- and discuss practical strategies that can help good people get ahead, while elevating their work and life.

• “You can stay right, or you can stay married”
• It’s easy to drink the cool-aid, so what to do instead
•  Assuming that we are overconfident in all things is problematic
• Tip: Gather information to know where you stand
• A 1st year tradition at Stanford’s Graduate School of Business that Don actually loves
• “Dispelling so many myths” and why Don wrote his book
• The takedown-breakdown: Does confidence cause success?
• Research: Simply visualizing positive outcomes “doesn’t do jack” -- unless it encourages you to do this
• Beware the siren song of happy talk and comforting lies
• Finding the middle way
• A Haas principle: “Confidence without Attitude”
• What the research shows about how overconfidence manifests itself: overestimation, overplacement, overprecision
• Top tip: “Keep track, keep score, and hold yourself to account”
• Explaining a nuanced concept: How to think in probability distributions and expected values
• Hedging bets
• 2 pure gold tips, based on research: How do I show up confident when I am not – or will be penalized as being weak or incompetent if I don’t?
• Verbal vs nonverbal expressions of confidence
• The trap that leaders face
• Findings on gender and culture differences in confidence and overconfidence
• Better ways to do research on self-doubt
• Don underscores 2 keys messages he wants you to take away

BIO AND LINKS:

Don Moore is Associate Dean for Academic Affairs and holds the Lorraine Tyson Mitchell Chair in Leadership at the Haas School of Business at the University of California at Berkeley. He received his bachelor’s degree in Psychology from Carleton College and his Ph.D. in Organization Behavior from Northwestern University. His research interests include overconfidence, including when people think they are better than they actually are, when people think they are better than others, and when people are too sure they know the truth. His research has appeared in popular press outlets and academic journals, from Psychological Review to Harvard Business Review. Don is the author, with Max Bazerman, of Decision Leadership and the widely used textbook, Judgement in Manageral Decision Making. He teaches popular classes on managing organizations, negotiation, and decision making. He is only occasionally overconfident.

• Perfectly Confident, the Book: https://www.harperacademic.com/book/9780063013902/perfectly-confident/
• Haas Faculty Profile: https://haas.berkeley.edu/faculty/moore-don/
• LinkedIn: https://www.linkedin.com/in/don-moore-01725b/
• LearnMoore at the Moore Accuracy Lab at Berkeley Haas: http://learnmoore.org/about.html (includes his Self-Aggrandizing Autobiographical sketch)
• Michael’s article in HBR on the harsh reality of who gets promoted in most organizations: https://hbr.org/2016/04/great-leaders-embrace-office-politics
• Selected Articles and Interviews in the popular and academic press:
• Don’s article with Max Bazerman, Leadership & Overconfidence, Behavioral Science and Policy: https://www.hbs.edu/faculty/Pages/item.aspx?num=62299
• HBR interview: Confidence Doesn’t Always Boost Performance: https://hbr.org/2020/11/confidence-doesnt-always-boost-performance
• Don’s research “The trouble with overconfidence” https://psycnet.apa.org/doiLanding?doi=10.1037%2F0033-295X.115.2.502
• Don’s research on the effect of Verbal vs Nonverbal vs verbal expressions of confidence: https://psycnet.apa.org/record/2018-50999-001
• Don’s research findings Overconfidence Across Cultures: https://www.researchgate.net/publication/328395167_Overconfidence_Across_Cultures
• The consequences of voting for overconfident leaders: https://haas.berkeley.edu/faculty-spotlight/the-consequences-of-voting-for-over-confident-leaders-professor-don-moores-op-ed-gives-expert-insight-into-leadership-during-a-crisis/
• Twitter:  https://twitter.com/donandrewmoore
• Michael’s Book, Get Promoted: https://changwenderoth.com/#tve-jump-180481ecea3

Learn more about Michael Wenderoth, Executive Coach: www.changwenderoth.com

SHOW NOTES:

Does your resume seem sound – but you’re not attracting interest for senior roles? Or you get interviews but no offers? Keith Wolf, Managing Partner at Murray Resources, shares his veteran experience in recruiting and job placement to address the tough questions that many aspiring job seekers face. We discuss how to get noticed by executive recruiting firms, making your Linkedin stand out, and the importance of leading with your strengths. Watch this episode for insights that will increase your ability to land better jobs and accelerate your career.

• Why #34?
• Why Murray Resources and Resume Spice are unique within the recruitment world
• Table stakes of rising to an executive role
• How you can reduce the hiring risk
• Similarities between getting hired and dating
• Keys to getting the attention of an executive recruiting firm
• Go study success and do your homework
• Is there a “hidden job network”?
• What makes candidates stand out online
• Boosting the “SEO” of your Linkedin
• Blog posts on Linkedin: helpful or harmful
• Be aware of position titles (and don’t make them up!)
• Confidence is key
• Mitigating biases within interviews
• Focus on what you can control and lead with your strengths
• Advice for companies to structure recruitment
• Why you need to leverage technology
• Lighting round: reading recommendations, biggest marketing influence and Jalen Hurts?

BIO AND LINKS:

Keith Wolf, Managing Partner at Murray Resources and CEO of Resume Spice, has an impressive track record transforming unknown products and brands into industry leaders. He previously served as VP of Marketing at BlueStar appliances, on the core leadership team at OrthoClear and Align Technology -- and started his career at FMCG powerhouse, Procter & Gamble. With an MBA from Harvard Business School and a BBA in Marketing from UT Austin, Keith has received multiple awards for his outstanding work, including Marketer of the Year from the AMA and Silver Stevies from the American Business Association. His expertise on staffing, recruitment, and employment trends is frequently sought by major media outlets including WSJ, Bloomberg, and CNBC.

• Keith on Linkedin: https://www.linkedin.com/in/keithwolf/
• ResumeSpice website: https://resumespice.com/
• Murray Resources website: https://murrayresources.com/
• That #34 jersey, accompanying Keith on CNBC: https://www.youtube.com/watch?v=M2NLCcuZqfA
• Example of Jamie Diamond presenting: https://www.youtube.com/watch?v=rBxTIK-llOA&ab_channel=BloombergTelevision
• Keith’s influences and book recommendations: The 4-Hour Workweek (Ferriss); Moneyball (Lewis); 22 Immutable Laws of Marketing (Ries & Trout)
• How Jalen Hurts went and studied from the best, Tom House: https://en.wikipedia.org/wiki/Tom_House
• Michael’s Book, Get Promoted: https://changwenderoth.com/#tve-jump-180481ecea3

Learn more about Michael Wenderoth, Executive Coach: www.changwenderoth.com

Previously on 97% Effective, Professor Margaret Ann Neale from Stanford discussed the core ideas from her must-have book on negotiation, Getting (More of) What You Want. But in the example we used, one of Michael’s clients who was negotiating a promotion, we left out one very important fact: The client was a woman. In this continuation episode, Maggie clarifies how gender influences negotiation and how women can negotiate more effectively. We discuss techniques for approaching negotiation as a woman, the influence of intersectionality within the workplace and optimizing team performance.

SHOW NOTES:

• Why women need to negotiate differently
• Pairing one’s ask with a “communal concern for the other” -- collaborative problem solving
• Breaking the “women don’t ask” stereotype
• Women are 6x more likely to end in impasse than men: Keys to avoiding negotiation backlash
• Rethinking the term negotiation
• How men can also benefit
• Role of intersectionality within the negotiation
• Pay attention to all types of context
• Competence vs likeability paradox – the choice women have to make
• If you really need to be liked, then get one of these
• Finding emotional outlets outside of work
• Embrace the discomfort: Get comfortable with being uncomfortable
• Think about dissent as a gift: Stop prioritizing harmony over quality
• Tips on managing teams to get top performance
• Moving beyond the homogeneity of perspectives
• How to maximize value creation
• “Be an adult”
• Lightning round: Maggie’s horse, the accomplishment she is most proud of, the influence of economics on her book, “curves” in her life that have shaped her perspectives, and her new-found loves beyond academia

BIO AND LINKS:

Margaret Ann Neale is the Adams Distinguished Professor of Management, Emerita, at the Stanford Graduate School of Business. Author of six books and more than 70 articles, she is a pioneer and influencer in the fields of negotiation, decision-making, and team performance. Neale's work has influenced academics, business professionals, and industry experts, who seek her advice on effective negotiation tactics, decision-making, and the role of diversity in team performance. In addition to her research and teaching, Neale has shaped Stanford's curriculum, established the school's behavioral lab, and fostered diversity and mentorship among junior faculty. She has also achieved several notable "firsts" at the school, including being the first woman to hold a tenured professor position, serve as an associate dean, and win the Davis Award for academic excellence and service.

• Link to previous episode with Maggie on 97% Effective: https://redcircle.com/shows/97-effective/episodes
• Maggie’s book and negotiation resource website: Getting (More of) What You Want: https://gettingmoreofwhatyouwant.com/
• Linkedin: https://www.linkedin.com/in/margaret-a-neale-9a97833/
• Stanford faculty profile: https://www.gsb.stanford.edu/faculty-research/faculty/margaret-neale
• Maggie’s research, The dynamics of gender and alternatives in negotiation: https://psycnet.apa.org/record/2021-03654-001
• Maggie’s horse, Sal, in her TEDX talk: Lessons from my horse https://www.youtube.com/watch?v=KTTtn0i_ZyA&ab_channel=TEDxTalks
• Maggie’s former doctoral student, Prof. Peter Belmi, now at Darden: interview on 97% Effective, “Social Class & Our Beliefs”: https://redcircle.com/shows/97-effective/ep/9bdfb7a3-ca49-43e4-9882-22fc38c542c0
• Former doctoral student, Prof. Jeffrey Polzer, at Harvard Business School: https://www.hbs.edu/faculty/Pages/profile.aspx?facId=6627
• Former doctoral student, Jennifer Dannals, at Yale School of Management: https://som.yale.edu/faculty-research/faculty-directory/jennifer-dannals
• How Diversity Makes Us Smarter (article featuring her research): https://www.scientificamerican.com/article/how-diversity-makes-us-smarter/

• Michael’s Book, Get Promoted: https://changwenderoth.com/#tve-jump-180481ecea3

Learn more about Michael Wenderoth, Executive Coach: www.changwenderoth.com

Almost every interaction we have involves negotiation – yet most of us fail to apply sound strategies that would get us more of what we want. Margaret Ann Neale, Distinguished Professor Emerita at the Stanford Graduate School of Business, shares research from her book, Getting (More of) What You Want, which shows how inexperienced negotiators regularly leave significant value on the table—and reveals how you can claim it. We break down a live negotiation example to help you understand -- and be able to apply -- the evidenced-based principles from her research.

SHOW NOTES:

• From pharmacist to thought-leader in negotiation
• A personal negotiation, in which Maggie got more of what she wanted
• Negotiation as problem-solving
• Applying Maggie’s four principles to a real-life negotiation → Assess, prepare, ask and package
• Assess: what’s important to you in the negotiation
• “The goal is not to get a deal, it’s to get a GOOD deal”
• “The more uncomfortable you are, the more important planning and preparation is”
• The 3 parameters you need control of
• Sources of power: “If you can’t walk away, it’s not a negotiation”
• Better your alternative, better the outcome - but there can be a downside to that…
• Becoming a trapeze artist: think of your alternative as a safety net
• What happens if I don’t reach the deal?
• Techniques to think creatively within negotiations, escaping tunnel mindset
• The danger of single-issue negotiations
• Looking at the interest of the other side
• How to find out the other sides’ interest
• Tipping point (and when you should leave the deal)
• Set an aspiration
• Framing your proposal as a solution to your counterpart's problem
• Being a good listener is key to your proposal
• Negotiation is not a fight.. Armor up and you have already lost
• Walking the tightrope between value creation and value claiming
• How to overcome nervousness about asking
• Ask for what you want… cause people can’t read your mind!
• Should you make or receive the first offer? Heed the empirical evidence
• “Anchoring and insufficient adjustment” -- and information asymmetry
• A twist about Michael’s client

BIO AND LINKS:

Margaret Ann Neale is the Adams Distinguished Professor of Management, Emerita, at the Stanford Graduate School of Business. Author of six books and more than r70 articles, she is a pioneer and influencer in the fields of negotiation, decision-making, and team performance. Neale's work has influenced academics, business professionals, and industry experts, who seek her advice on effective negotiation tactics, decision-making, and the role of diversity in team performance. In addition to her research and teaching, Neale has shaped Stanford's curriculum, established the school's behavioral lab, and fostered diversity and mentorship among junior faculty. She has also achieved several notable "firsts" at the school, including being the first woman to hold a tenured professor position, serve as an associate dean, and win the Davis Award for academic excellence and service.

• Maggie’s Book website and negotiation resources: Getting (More of) What You Want: https://gettingmoreofwhatyouwant.com
• Maggie on Linkedin: https://www.linkedin.com/in/margaret-a-neale-9a97833/
• Maggie’s faculty profile: https://www.gsb.stanford.edu/faculty-research/faculty/margaret-neale
• Maggie’s co-author, Thomas Lys: https://www.kellogg.northwestern.edu/faculty/directory/lys_thomas.aspx
• Celebrating Maggie’s impact at Stanford: https://www.gsb.stanford.edu/newsroom/school-news/celebrating-margaret-neales-impact-stanford-gsb
• Michael’s Book, Get Promoted: https://changwenderoth.com/#tve-jump-180481ecea3