Teaching/Training/Consulting

NEGOTIATIONS COURSE

Erica teaches a course on Negotiations at The Wharton School at the University of Pennsylvania, for which she has received a Wharton Teaching Excellence award. Her course has received an average rating of 3.8/4.0, and in Fall 2020 it was rated the third highest course in “overall quality” across the entire Wharton School. Erica was named one of Poets&Quants’ 50 Best Professors of 2023.

Using available research, but also drawing on personal experience, the course covers everything from the nitty-gritty mechanics of first offers to the evolutionary origins of coalition formation. The course explores topics such as status, power, influence, and humor, and students learn basic truths about how people negotiate, but also how this varies across gender, personality, and culture.

To explore the art of negotiation, over the course of the semester, Erica guides her students through a series of increasingly complex negotiation simulations, ranging from simple one-issue transactions to multi-party team and group ventures. Students work with their classmates to discover new insights, experiment with new tactics, hone their skills, and ultimately develop a negotiation style that works for them.

negotiation Coaching/training/consulting

Erica works with Wet Cement, a purpose-driven company whose mission is to empower people, teams, and organizations to fearlessly achieve their potential, to co-design and lead Wet Cement’s Win-Win Negotiations training. Wet Cement especially aims to empower women and other members of underrepresented groups at the negotiating table, so that they can more effectively advance their careers. Negotiations can have a huge positive impact on people’s professional lives, but they can also be a source of stress and missed opportunity. Together with Wet Cement, Erica offers customized consulting, coaching, and training to help clients become more analytically savvy and personally effective negotiators.

Behavioral science consulting

Erica is a consultant with Behavioralize, a data-driven company that applies behavioral science to understand and influence customer and managerial decision making, helping companies drive growth by identifying and solving their key behavioral challenges. Erica applies her knowledge of psychology, decision making, scientifically rigorous experimental design, and data science to help clients achieve their goals.