(Recorded April 8) Mori Taheripour is an award-winning educator and globally-recognized executive with over fifteen years of experience leading initiatives at the intersection of sports, social change, and negotiations in both the public and private sectors.
Today we’re talking about her new book, Bring Yourself: How to Harness the Power of Connection to Negotiate Fearlessly. We cover what it’s like launching amidst a global crisis, how negotiation has accelerated for all of us these days, why anyone can be a good negotiator, and strategies for problem-solving and relationship-building during crazy times like these.
Check out full show notes from this episode with links to resources mentioned at http://pivotmethod.com/182
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More About Mori
Mori Taheripour is an award-winning educator and globally-recognized executive with over fifteen years of experience leading initiatives at the intersection of sports and social change in both the public and private sectors.
Mori serves on the faculty of the Legal Studies and Business Ethics Department at The Wharton School of the University of Pennsylvania, teaching Negotiation and Dispute Resolution at the undergraduate and graduate levels. Repeatedly recognized for her outstanding abilities, she is a six-time recipient of awards for excellence in teaching. Mori co-founded of the Wharton Sports Business Initiative (WSBI), a resource for business leaders, faculty and students that generates research and provides expertise through educational programs, high-level student consulting assignments, and global forums.
Topics Covered
Negotiation is about: human connection, knowing your worth, something we do all the time, anyone can be good at it
Anyone can be a good negotiator
Mutual commitment to problem-solving
“We can be our own worst enemy in negotiation because of the stories we tell ourselves”
Collective grief, processing, problem-solving - this can be the perfect time for these conversations; collective commitment to problem-solving - perfect storm of opportunity and flexibility
Everything is getting renegotiated right now…
Negotiation from a place of strength, not survival
Figure out where your weak spots are and how to shore up on them in a way that keeps inner doubter at bay
Her student Eszter’s trademark move: “Great, we have a good deal. Now, can we make it better?”
The fine line between preserving the relationship, being accommodating - and staying firm on position/price
How to be sensitive to price and negotiation needs even during crisis/recession?
Leverage, how to make deals when you need the money far more than your potential client needs you
Cultural differences; Middle East it’s more of a courting process — Germany and U.S. more about efficiency, speed
Introverts advantages in negotiation—empathy, honoring the person you are, deep and meaningful conversations
Resources Mentioned
Mori on the web: Mori Taheripour
Twitter: @MoriTaheripour
Instagram: @mtaheripour
Book: Bring Yourself: How to Harness the Power of Connection to Negotiate Fearlessly
Article: How to Negotiate Practically Anything, Contracts Article | Inc.com
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