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

A look at how relationships can drive successful negotiation, from an award-winning faculty member at the Wharton School of Business. Contrary to conventional wisdom about what makes a good negotiator - namely, being aggressive and unemotional - in Bring Yourself, Taheripour offers a radically different perspective. In her own life, and in her more than 15 years of experience teaching negotiation, she's found that the best negotiators are empathetic, curious, and present. The essence of bargaining isn't the transaction, but the conversation and human connection. It is when we bring our whole, authentic selves to the table that we can advocate for ourselves fearlessly and find creative solutions that benefit everyone. Taheripour has seen the power of this mindset shift firsthand. In her consulting, her classes at Wharton, and in her work teaching negotiation for the Goldman Sachs 10,000 Small Businesses program, her students and clients experience personal breakthroughs as they face the fears and false narratives that held them back. Bring Yourself explains how our pressure points, personal experience, and even our cultural expectations can become roadblocks to finding common ground, and it offers essential strategies to move beyond them and open our minds. Taheripour argues that regardless of our own perceived ability to negotiate, we must have the courage to engage because bargaining plays a crucial role in every aspect of our lives. We negotiate boundaries with our parents and partners, bedtimes with our kids, and even with ourselves every time we make a pros and cons list 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 helps readers gain the confidence they need to achieve their goals in work and in life. Timely and provocative, this paradigm-shifting book can transform our world and the way we work together. 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. An empowering guide to redefining negotiation, from an award-winning professor 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...