Winning from Within: A Breakthrough Method for Leading, Living, and Lasting Change
Erica Ariel Fox
Language: English
Pages: 384
ISBN: 0062213024
Format: PDF / Kindle (mobi) / ePub
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.
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After all, they know all of your secrets. To some extent, they are uniquely your own. Your inner cast of characters reflects what makes you distinctive. That includes things like your role in your family, the place you grew up, your ethnic culture, or your religious upbringing. It also includes things other people can’t see—your hurts, your loves, your experiments and mistakes, your personal triumphs and your private traumas. All of these experiences shape the constellation of voices on your
they’re susceptible to one of the High Thinker’s booby traps. Arrogance. Some High Thinkers cross the line from confidence to hubris. Sometimes hubris flourishes into full-blown self-righteousness. That’s when my Helper Alarms go off, because I see people headed for their Performance Gap. It’s nearly guaranteed. And they can’t see it coming. Ironically, their grandiosity gets in the way of seeing their grandiosity. Remember You Could Be Wrong I sat next to a little boy at a dinner recently.
and they won’t trust me if I don’t tell them what’s going on. STEFAN: Well, be glad you have their trust, because I don’t trust you at all! Don’t expect me to come to you for advice again anytime soon. As the shouting match erupted in the hallway, Mark’s stomach was in knots. He tried to stay calm. But he was losing his cool. Part of him knew he should play nice. Stefan was his boss, after all. Another part of him wanted to strike. Mark could picture a tennis match in his own mind, with
problem. But I’m asking if you care about me. In other words, if I got fired from this job, would you still call? Would you still care about me then?” Nigel was silent. He didn’t know what to say. He told me later the conversation was dumbfounding. Why would Nigel call his client if he didn’t have his job anymore? Why would the client want Nigel to call? What would they talk about? What’s the point of calling if not to discuss the problem they were working together to solve? If your inner Lover
prominent person. This intimidating seventy-five-year-old gentleman had served on the High Court of his country for the previous thirty-five years. Before his turn, I strained to imagine the kind of negotiation he would pick to get my advice. Would it involve confrontations with his fellow justices over the rule of law? Do people like him negotiate with the prime minister, I wondered, or members of Parliament? When the time came for his exercise, the judge described a difficult situation that
