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And thanks for listening. Welcome to the HBR Idea Cash from Harvard Business Review. I'm Sarah Green. I'm

talking today with Erica Arielle Fox. She teaches negotiation at Harvard Law School, is a co-founder of Mobius Executive Leadership,

and is a senior advisor to McKinsey Leadership Development.

Her new book is The New York Times Best Sellerseller Winning from Within, A Breakthrough

method for Leading, Living, and Lasting Change.

Erica, thanks for joining us.

Oh, thanks so much. I'm so happy to be here.

So the book is really aimed at people who have a performance gap that

they're trying to overcome and maybe for years they've been told to speak up in

meetings or speak less in meetings or they're trying to get their temper under

control you know something like that.

It's so funny about when you talk about these performance gaps that there are often things that

we know about, it's sort of not a surprise, and yet we still can't overcome them. So why do we so often get in our own

way on this kind of thing? Well this is a really fundamental question and it goes to one of

the heart messages of the book which is we do have different sides of ourselves and I think

of them as inter negotiators and each of those inter negotiators has its own style, has its own priorities, interests, things it cares about,

and ways of behaving in the world.

So if you tend to rely, and I'll give you an example, on one or two of your inter-negotigators a lot.

...