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
mori taheripour
avery publishing group
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