Cultural Intelligence and Effective Negotiation Strategies

Behind every lesson lies a journey of discovery. In this special episode of If/Then, we step into the classrooms of Stanford Graduate School of Business to uncover the human stories driving extraordinary insights. Christian Wheeler, professor of marketing at Stanford GSB, challenges our fear of failure, reframing it as the sharp edge where growth truly happens. “Be comfortable being uncomfortable,” he says, urging leaders to embrace the anxiety of pushing limits to unlock their peak potential.

Michele Gelfand, a professor of organizational behavior, takes us into the intricate world of cultural intelligence. “Negotiating across cultures isn’t just about competence—it’s about curiosity,” she explains, showing how understanding diverse perspectives can transform deadlock into breakthrough.

And Jesper Sørensen, professor of organizational behavior, redefines what it means to lead. “Strategy isn’t a blueprint; it’s a living process,” he reflects, advocating for leaders to connect the dots, not just assign tasks, and to see uncertainty as a gateway to discovery.

These faculty members remind us that leadership is as much about understanding ourselves as it is about guiding others. Whether it's failure, negotiation, or strategy, this episode showcases how curiosity and humanity are integral to leadership.

Key Takeaways:

• Strategy is dynamic, not static: Leaders must explain the "why" to align their teams.
• Fear of failure can hinder growth: Growth requires embracing discomfort and using storytelling to connect and lead.
• Metaphors as tool for negotiation: Use metaphors to guide your goals and assess your success in the negotiation process. 

More Resources:

• Christian Wheeler, faculty profile
• Jesper Sørensen, faculty profile
• Michele Gelfand, faculty profile
• Class Takeaways

This episode of If/Then uses previously recorded audio and is repackaged in a new way. It features faculty talking about their research and the goal is to share more about faculty, while also keeping the If/Then podcast feed producing thought-provoking, research-backed content for our audiences. 

Chapters: 

(00:00:00) Introduction

Kevin Cool introduces the episode featuring clips from the Class Takeaways series.

(00:00:55) Embracing Failure

Professor Christian Wheeler discusses how embracing failure can lead to growth.

(00:03:55) Strategy as a Dynamic Process

Professor Jesper Sørensen redefines strategy as an evolving course of action, not a static plan.

(00:08:00) Cultural Intelligence in Negotiation

Professor Michele Gelfand explains how cultural intelligence is key to negotiation.

(00:12:31) Conclusion

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