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Holly A. Schroth - Haas School of Business, University of California, Berkeley. Berkeley, CA, US

Holly A. Schroth Holly A. Schroth

Senior Lecturer | Distinguished Teaching Fellow | Haas School of Business, University of California, Berkeley


Leading expert on negotiations and influence


Areas of Expertise (2)

Emotions and Language in Negotiations

Procedural Justice


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.

Education (3)

UC Santa Barbara: PhD, Social Psychology

UC Santa Barbara: MA, Psychology

UC Santa Barbara: BA, Psychology

Honors & Awards (11)

Earl F. Cheit Award for Excellence in Teaching


Earl F. Cheit Award for Excellence in Teaching

Undergraduate Program 2009

Club 6 – Faculty Honor Roll for Teaching Excellence


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 Roll for Upholding the Honor Code

Kellogg Graduate School of Management, Northwestern University

Best Paper Award

Western Psychological Association

Regents Fellowship

UC Santa Barbara

Chairman’s Award in Psychology

UC Santa Barbara

Selected External Service & Affiliations (8)

  • Negotiation Training Workshops
  • Management Consulting & Coaching
  • Negotiations: Communications, Team Dynamics, Leadership
  • Member, Advisory Board: Zhanra.com & Winerepublic.com
  • Textbook Reviewer: Prentice Hall, Irwin-McGraw Hill, Wiley, Thomson South-Western
  • Ad Hoc Reviewer: Organizational Behavior and Human Decision Processes, Journal of Personality and Social Psychology, California Management Review, Group Decision and Negotiation, Personality and Social Psychology Bulletin, Academy of Management (Conflict Management Interest Group)
  • CEO, Strategic Business Interactions
  • Director, Negotiation and Team Resources

Positions Held (1)

At Haas since 1992

1992 – present, Senior Lecturer, Haas School of Business 1995 – 2008, Lecturer, Undergraduate & Graduate Program, Santa Clara University 1993 – 1998, Lecturer, MBA and International MBA (1994 only) program, Saint Mary’s College of Moraga 1992, Lecturer, UC Santa Barbara 1991 – 1992, Lecturer and Visiting Scholar, Kellogg Graduate School of Management, Northwestern University 1990 – 1991, Lecturer, UC Santa Barbara 1989 – 1991, Teaching Assistant, UC Santa Barbara

Media Appearances (5)

2022 City Managers Conference featured learning opportunities; honored achievements made within the field

League of California Cities  online


More than 450 city officials attended this year’s City Managers Conference, hosted earlier this month in Monterey. The conference covered pressing statewide issues, connected city managers with essential information, and provided peer-to-peer learning opportunities. It featured more than 30 speakers, including Senior Lecturer and Distinguished Teaching Fellow Holly Schroth, who gave a keynote address on negotiation tactics.

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Are Gen Z Easy Quitters Compared To Boomers "Who Had It Harder"?

MSN Lifestyle  online


Distinguished Teaching Fellow Holly Schroth found that Gen Z workers expect a positive attitude and clear targets from their managers and they're not afraid to leave a company if these values and needs aren't met.

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The mass shooting news cycle is still short-lived

Axios  online


"I believe people think more action will be taken for gun control when children are the victims because their death strikes an even deeper emotional chord among the population," said Senior Lecturer and Distinguished Teaching Fellow Holly Schroth.

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Are millennials that mysterious? UC Berkeley looks for workplace answers

East Bay Times  online


It does not give more specific information about the content of the course, but course, instructor Holly Schroth, a social psychologist and senior lecturer at Haas, has written in the past about her finding that “millennials want to be respected.” “This may not seem controversial, but it is the crux of difficult relations between millennials and Gen X/Boomers in the workplace,” Schroth wrote in an article on LinkedIn earlier this year. “Millennials indicate that they initially respect the authority of the boss but will quickly lose that respect if the boss doesn’t show this respect back.”

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2017 Top 40 Undergraduate Professors: Holly Schroth, U.C.-Berkeley (Haas)

Poets & Quants  online


Holly Schroth, a senior lecturer at Berkeley’s Haas School of Business, holds Faculty “Honor Role” and teaching excellence merits dating all the way back to 1992. Her claim to fame stems from the ability to impart negotiation and conflict resolution skills to undergraduate, graduate, and executive education level students in engaging and meaningful ways. Students say Professor Schroth takes the time to make her material relatable and memorable and she demonstrates a unique understanding and compassion toward students. Previously, she was named a favorite professor among undergraduate business students by BusinessWeek.

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Selected Papers & Publications (6)

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

Negotiation and Conflict Management Research

Holly A. Schroth


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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

Negotiation and Conflict Management Research

Holly A. Schroth


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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

The International Journal of Conflict Management

Holly A. Schroth, Jon Bain‐Chekal, David F. Caldwell


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

Journal of Behavioral Decision Making

Kathleen M. O'Connor, Carsten K. W. De Dreu, Holly Schroth, Bruce Barry, Terri R. Lituchy, Max H. Bazerman


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

Journal of Applied Psychology

Holly A. Schroth and Pradhan P. Shah


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Let Me See What I Can Do…Today, Just About Everything’s Negotiable

Dividends Magazine

Holly A. Schroth


Teaching (6)

Negotiation & Conflict Resolution

BA 252, BA 152, EWMBA 252

Organizational Behavior

BA 205

Introduction to Organizational Behavior

BA 105

Strategic Business Interactions

BA 200C

Strategy and Consulting

MBA 252

Leading People