Hello, my friend, and welcome to another episode of Negotiate Anything. Thanks for spending

time with us today. It's listeners like you in 181 different countries that have made

Negotiate Anything the most popular negotiation and conflict resolution podcast in the world.

I'm your host, Kwame Christian. I'm a business lawyer, mediator, professor, and the

director of the American Negotiation Institute. Before we get started, I have two quick questions

for you. Is negotiation a critical part of what you do? Do you need to resolve conflict and

persuade at work? If you answered yes to both of those questions, visit our website to learn more

about our negotiation workshops. We've traveled

the country working with professionals just like you, and we'd love to have the opportunity

to work with you too. Check out the link in the description to learn more. Kim, thanks for joining us

today. Good to be here. Yeah, it's a pleasure to have you. So how about you start off by telling

the audience a little bit about yourself and what you do?

Sure. I'm Kim Ellsbock. I'm a professor of management at the Graduate School of Management at UC Davis.

And I study perception, how people perceive each other, how we perceive our organizations, how we perceive our leaders, and how we can recover from damage to

those perceptions. That's fantastic. And how did you get into this? I was always really interested in

how people perceive each other because it didn't seem like it was always related to rational

thinking.

And sometimes we trust people that it seems odd that we should trust.

And sometimes we distrust people that it seems odd.

And so I was always interested in what happens inside our brains, inside our minds.

What's going on in there that leads us to perceive people

and leaders in the ways that they do? Fantastic. That's great. And I'm really excited about this

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