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Volume 26 No. 139
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49ers' Gordon, Mori Taheripour Talk Art Of The Negotiation

Taheripour (l) said having strong emotional intelligence can help in negotiations
Photo: MARC BRYAN-BROWN
Taheripour (l) said having strong emotional intelligence can help in negotiations
Photo: MARC BRYAN-BROWN
Taheripour (l) said having strong emotional intelligence can help in negotiations
Photo: MARC BRYAN-BROWN

Mori Taheripour wrote the book on negotiation tactics, literally, and the UPenn Wharton School professor discussed some of these tactics with 49ers Chief Administrative Officer & General Counsel Hannah Gordon at the ’19 Game Changers conference. The two discussed a societal confidence gap between men and women and how that affects women in negotiations, strategies for having hard conversations and recognizing conversational indicators and the role emotion plays in negotiation. Taheripour said women having strong emotional intelligence is a “super power” when it comes to negotiation, as women can “read people well ... and we’re concerned about relationships.” She said, “All of those things work in our favor.” Taheripour also said men and women negotiate differently because they “communicate differently.” She said, “You don't have a gene for negotiations, right? … The differences that come about are usually due to things like societal expectations, biases, our own way we treat ourselves as women.”

TWO SIDES TO EVERYTHING: Gordon said all negotiations, no matter how big or small, are “multitransactional,” meaning compromise is a critical part of the process. Gordon: “You'll always need something from somebody again, so you don't take everything that's on the table. You always leave something.” More than anything, Taheripour stressed you “have to bring your authentic self to the table.” She said, "Don't be afraid, speak your truth, be authentic. We have tremendous power as women, and I think that we have to use it. ... Negotiation is something that we do every single day. Whether it's with your kids or your spouse, your dog, yourself, this is something that we do every single day.” More Taheripour: “Negotiation gives you the platform for ... finding your value and creating your truth.”