Bring Yourself: How to Harness the Power of Connection to Negotiate Fearlessly

Description

An empowering guide to redefining negotiation, from an award-winning faculty member at the Wharton School of Business. Mori Taheripour has taught negotiation to for fifteen years as an award-winning professor at the Wharton School of Business, and an instructor with Goldman Sachs's 10,000 Small Businesses Program. Contrary to the conventional wisdom about what makes a good negotiator--namely, to be aggressive, intimidating, and unemotional--Taheripour has a radically different perspective. What she's found in her classes and in her own deal-making is that the best negotiators are empathetic, curious, and present, and that the essence of bargaining isn't the transaction, but the conversation and the human connection. It's when we bring our whole, authentic selves to the table that we can both advocate for ourselves fearlessly and find creative solutions so everyone wins. Taheripour has seen the power of this mindset shift firsthand. As an immigrant who arrived in the United States from Iran as a child, she has experienced the impact of cultural expectations on negotiation. In her classes and in her consulting work, her students and clients have seen personal breakthroughs as they face the fears and false narratives that have been holding them back. Taheripour argues that whether we consider ourselves good negotiators or not, we must have the courage to engage, because bargaining is crucial to every aspect of our lives. We negotiate boundaries with our parents and partners, bedtimes with our kids, dog treats with our dogs. We even negotiate with ourselves every time we make a pro/con list or have to weigh a major decision. Negotiation is how we problem solve and how we find our voice. With eye-opening and empowering stories throughout, Bring Yourself will give readers the confidence to feel comfortable at the table, both in work and in life.