The Myth of Aggressiveness and Contentiousness in Negotiations

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I've always thought that there's like a particular type of human that makes the best negotiator, like this aggressive bulldog kind of personality. But even in my classes, men and women alike don't feel comfortable with that persona. They're not that person. And so when they come to a class and have this like, anxiety around the class, they're there because they don't think they're great negotiators or even good negotiators.

If the word “negotiation” makes you feel tense and sweaty and like the last thing you want to do is listen to this conversation . . . then what you absolutely need to do is listen to this conversation. Because it turns out we've been thinking about negotiation all wrong, and today we empower ourselves to think about it differently.

Mori Taheripour guides us through the top things we all get wrong in negotiation; the most effective tool in asking for a raise; the ways the vast majority of women undercut our own value; how we can best advocate for ourselves; and how to hold non-negotiable boundaries.

About Mori:

Mori Taheripour is a faculty member at the Wharton School of the University of Pennsylvania, where she teaches Negotiations and Dispute Resolution. She also co-founded the Wharton Sports Business Initiative (WSBI), a partnership among top business leaders, faculty, and students that generates and disseminates knowledge about the sports industry through educational programs, high-level student consulting assignments, global forums, and research. Taheripour earned her MBA from the Wharton School and her BA in psychology and pre-medical studies from Barnard College/Columbia University. She is also the author of Bring Yourself: How to Harness the Power of Connection to Negotiate Fearlessly.

TW: @MoriTaheripour

IG: @mtaheripour

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