SEMESTER: Fall 2018

This course is dual-listed with the FTMBA program.

COURSE NUMBER: EWMBA 296.12

COURSE TITLE: Building Trust Based Relationships

UNITS OF CREDIT: 1 unit

INSTRUCTOR: Rajiv Ball, Jennifer Caleshu

E-MAIL ADDRESS: rajivball@berkeley.edu, Jennifer_caleshu@haas.berkeley.edu

CLASS WEB PAGE LOCATION: bCourses

MEETING DAY(S)/TIME: 9 am – 6 pm, Sunday September 30 and Sunday October 28 (9AM - 5PM)

Please note the unorthodox nature of this course, which meets all day on 2 Sundays. To earn a passing grade, you must attend BOTH class sessions in their entirety.

PREREQUISITE(S): Core

CAREER FIELD: This course is relevant for students who seek to build trust-based relationships in business, such as those in or seeking to move into management roles; and those working on collaborative teams, in sales, or with clients.

CLASS FORMAT:
10% Lecture
90% Experiential

REQUIRED READINGS: Selections from one book and several short readings will be required.

BASIS FOR FINAL GRADE 
20% on class engagement.
20% on peer evaluations.
30% on exercises completed during off campus time.
30% on a final reflection paper to be completed at the end of the course.

ABSTRACT OF COURSE'S CONTENT AND OBJECTIVES:

Building Trust-based Relationships is a course in applied leadership. The ultimate indicator of whether the course has been valuable for you is your ability to build more trust-based relationships with others. The objective of this course is to help students become better leaders by strengthening their ability to build trust-based relationships with others such as direct reports, supervisors, peers and customers.

During the course, we will introduce students to key concepts and techniques relating to building trust-based relationships. By the end of this course, students can expect to have gained:

Course outline:

Session # 1:– introduction to trust, deep listening, empathy and intimacy
During this session, we will reflect on the concept of trust, putting some initial stakes in the ground on how to build trust-based relationships. We will look at the results of the self- and 360 degree trust survey to build greater self-awareness of our “trust profile” and set learning goals for the rest of the course.

Then, we will work on listening, the cornerstone of building any (trust-based) relationship. Students will be introduced to a framework for deep listening.

Finally, we will work on empathy, the ability to see the world through others’ eyes and reflect on that world. We will introduce the “listening spectrum,” a concept developed by Harvard academic Bob Kegan as a tool that helps to understand the world of others more fully.

Session #2: Asking insightful questions and moving to Action
During this session, we will focus on asking insightful questions – questions that trigger insight in a person that we are trying to build a trust-based relationship with. We will work on identifying archetypes of insightful questions and apply the art of insightful questions to real life work situations.

Finally, we will explore how to move to action with those with whom we have a trust-based relationship. Using a tool called the Reframe tool, we will explore a limiting belief on how we build trust and find new perspectives on the topic; and we will explore what is holding us back from building more trust-based relationships with others.

BIOGRAPHICAL SKETCHES:

Jennifer Caleshu is a lecturer, facilitator and certified executive coach for programs in leadership, communications, design thinking and innovation. Her coaching work is informed by more than 15 years of leadership in the cultural sector with functional expertise in strategy, marketing and communications, including most recently as Director of Earned Revenue for a museum. 

Jennifer earned an MBA with honors from the UC Berkeley Haas School of Business. She also holds a BA in Human Biology from Stanford University with a focus on Issues of Adolescence. She is a certified Executive Coach from the Berkeley Executive Coaching Institute.

Rajiv Ball is a Lecturer at Haas and an entrepreneur who leads THNK (www.thnk.org), a school in Amsterdam, The Netherlands, focused on leadership, innovation and inclusiveness.  Prior to this, Rajiv spent 13 years at McKinsey working on a variety of strategy and organizational topics in oil and gas and retail for client around the world.

Rajiv has a BA in History from the University of Cambridge, United Kingdom and an MSc and PhD in Economic History from the London School of Economics, United Kingdom.