Winning from Within by leadership and negotiation expert Erica Ariel Fox presents a contemporary approach for getting more of what you want, improving relationships, and enjoying life’s deeper rewards. With principles developed while teaching negotiation at Harvard Law School and coaching executives around the world, Fox provides a map for understanding your inner world and a method for sorting yourself out. Fox uses insights from Western psychology and Eastern philosophy to resolve the gap between what people know they should say and what they actually do. She explains how to master your “inner negotiators,” whether working with a difficult client, struggling with a stubborn spouse, or developing your highest leadership potential. With a Foreword by William Ury, coauthor of the classic bestseller Getting to Yes, Winning from Within: A Breakthrough Method for Leading, Living, and Lasting Change is your guide to greatness.
Erica Ariel Fox teaches negotiation at Harvard Law School. She is a cofounder of the global leadership and change firm Mobius Executive Leadership and a senior advisor to McKinsey Leadership Development (MLD). A highly sought-after expert and speaker, she helps teams in trouble, inspires audiences, and supports businesses seeking transformational change. She also provides leadership training to public-sector organizations and through executive education courses. She earned her undergraduate degree from Princeton University and her law degree from Harvard Law School. She lives with her husband and stepson near Boston and outside Amsterdam.
Table of Contents
Foreword William Ury xi
Part 1 Create Lasting Change
1 Uncover Your Performance Gap 3
2 Discover Your Inner Negotiators 19
3 Work with Your Big Four 44
4 Anchor in Your Center 61
Part 2 Balance Your Profile
5 Possibilities: See Your Dreamer's Vision 95
6 Perspectives: Understand Your Thinker's Insight 135
7 People: Feel Your Lover's Heart 165
8 Performance: Carry Your Warrior's Sword and Shield 201