Life is a series of negotiations, whether or not you think of yourself as a negotiator . From seemingly insignificant daily decisions to major life choices, you negotiate every time you aim to persuade, argue over a decision, or resolve a conflict.Read more...
Life is a series of negotiations, whether or not you think of yourself as a negotiator . From seemingly insignificant daily decisions to major life choices, you negotiate every time you aim to persuade, argue over a decision, or resolve a conflict. But as negotiations and leadership expert Erica Ariel Fox reveals, the most important negotiations--the ones that determine the impact of our actions and the quality of our lives--are those we have with ourselves.
Most of us recognize the difference between our knowledge--what we know we should do and say--and our knowhow--what we actually do and say in real life when it counts. Fox calls this the "Performance Gap," and she shows you how to close it, turning breakdowns into breakthroughs, whether struggling with a difficult client, arguing with a combative teenager, or organizing for community action.
Winning from Within combines insights from Western psychology and Eastern philosophy with practical applications from real business situations and everyday life. Fox shows that the ability to achieve mastery over how we interact with each other comes from within, from the "center" where desires, thoughts, feelings, and impulses to take action live side-by-side. Winning from Within offers a profound and highly practical seven-step method for making changes that last--at work and at home.
- ISBN-13: 9780062213020
- ISBN-10: 0062213024
- Publisher: HarperBusiness
- Publish Date: September 2013
- Page Count: 384
- Dimensions: 9.28 x 6.28 x 1.23 inches
- Shipping Weight: 1.18 pounds
Publishers Weekly® Reviews
- Reviewed in: Publishers Weekly, page .
- Review Date: 2013-08-05
- Reviewer: Staff
Harvard Law lecturer Fox’s system addresses the performance gap—the disparity between what we know we should do in our interactions with others and what we actually do—by explaining the internal landscape of the mind as a set of negotiators, each with its own strengths and perspectives. Her language is geared toward a corporate mindset, imagining the principal aspects of self that govern interaction with others as an executive team: the “Dreamer”/CEO, the “Thinker”/CFO, the “Lover”/v-p of HR, and the “Warrior”/COO. Her “Board of Directors,” or higher-level functions, is comprised of the “Lookout,” who notices and reports on each voice’s urges before taking action; the “Captain,” who takes stock of all inner and outer concerns and chooses the best path at each moment; and the “Voyager,” who guides your life path overall. Lessons of “outer advancement through inner development” emphasize balance: making sure the “Big Four” all participate—and do so equally—and finding your center to act in alignment with values and presence. It’s all good shorthand for practical introspection and guidance toward making lasting improvements, not by focusing on behavior or personality type, but by integrating all the parts that make us who we are. Agent: Linda Loewenthal, David Black Agency. (Oct.)