Holly Schroth

Distinguished Teaching Fellow and Senior Lecturer (Continuing), Haas School of Business
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"People think that good negotiators are born with their ability, but that's not true. Anyone can learn to be a good negotiator."

Holly Schroth is a Distinguished Teaching Fellow and Senior Lecturer at Berkeley Haas. She teaches negotiations and Conflict Resolution and Organizational Behavior in the MBA, undergraduate, and Executive Education programs. She has won several awards from MBA and undergraduate students for teaching excellence and was voted “favorite professor” by a Businessweek online poll of undergraduates across the U.S.

In addition to teaching, she is a trainer, consultant, and keynote speaker on negotiation and leadership issues to a variety of organizations—in sectors such as technology, pharmaceuticals, financial services, health care, aerospace, and law—in the U.S. and abroad.

She has published several articles on negotiation and procedural justice in leading journals and has created several negotiation exercises in collaboration with the Dispute Resolution Research Center at the Kellogg Graduate School of Management. She is one of the leading authors of negotiation exercise materials that are used worldwide by educators and trainers.

Schroth received a MA in psychology and a PhD in social psychology from the University of California, Santa Barbara. She has also taught at Santa Clara University, Saint Mary’s College of California, and Northwestern University’s Kellogg Graduate School of Management. Prior to pursuing her PhD, she worked in a variety of functional areas in both small and large business organizations, as well as in the nonprofit sector. She currently leads the popular Negotiation & Influence program at Berkeley Executive Education.

Holly also co-creates impactful custom programs for our corporate, government, and university partners.  
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Academic Background 

PhD, Social Psychology, UC Santa Barbara

MA, Psychology, UC Santa Barbara

BA, Psychology, UC Santa Barbara

Publications & Media

Videos 

A Look Inside the Negotiation & Influence program

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Papers & Articles 

Some Like It Hot: Teaching Strategies for Managing Tactical Versus Genuine Anger in Negotiations.

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Helping You Is Helping Me: Improving Students’ Ethical Behaviors in a Negotiation by Appealing to Ethical Egoism and the Reputation Effect.

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Sticks and Stones May Break Bones and Words CAN Hurt Me: Words and Phrases That Trigger Emotions in Negotiations and Their Effects Emotional Triggers in Negotiations.

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What We Want to Do Versus What We Think We Should Do: An Empirical Investigation of Intrapersonal Conflict.

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Procedures, Do We Really Want to Know Them? The Effects of Procedural Justice on Performance Self-Esteem.

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Awards & Honors 
  • Top 40 Undergraduate Professors by Poets & Quants, 2017
  • Earl F. Cheit Award for Excellence in Teaching, 2018
  • Earl F. Cheit Award for Excellence in Teaching, Undergraduate Program, 2009
  • Club 6 – Faculty Honor Roll for Teaching Excellence, Haas School of Business, 1992-2016
  • Voted America’s Favorite Professor (Undergraduates); Businessweekonline survey (2006)
  • Leavey Faculty Achievement Award for Exceptional Teaching, Santa Clara University, 2003, 2004, 2005
  • Outstanding Teaching Award, Santa Clara University, Summer Sessions Program, 1998
  • Faculty Honor Roll for Teaching Excellence, Kellogg Graduate School of Management, Northwestern University
  • Faculty Honor Role for Upholding the Honor Code, Kellogg Graduate School of Management, Northwestern University
  • Western Psychological Association Best Paper Award
  • Regents Fellowship, UC Santa Barbara
  • Chairman’s Award in Psychology, UC Santa Barbara
Academic Background 

PhD, Social Psychology, UC Santa Barbara

MA, Psychology, UC Santa Barbara

BA, Psychology, UC Santa Barbara

Publications & Media

Videos 

A Look Inside the Negotiation & Influence program

WATCH VIDEO
VIEW MORE
Papers & Articles 

Some Like It Hot: Teaching Strategies for Managing Tactical Versus Genuine Anger in Negotiations.

VIEW

Helping You Is Helping Me: Improving Students’ Ethical Behaviors in a Negotiation by Appealing to Ethical Egoism and the Reputation Effect.

VIEW

Sticks and Stones May Break Bones and Words CAN Hurt Me: Words and Phrases That Trigger Emotions in Negotiations and Their Effects Emotional Triggers in Negotiations.

VIEW

What We Want to Do Versus What We Think We Should Do: An Empirical Investigation of Intrapersonal Conflict.

VIEW

Procedures, Do We Really Want to Know Them? The Effects of Procedural Justice on Performance Self-Esteem.

VIEW
VIEW MORE