Negotiation is not a zero-sum game. It’s an essential skill for your career that can also improve your closest relationships and your everyday life, but often people shy away from it, feeling defeated before they’ve even started. That’s the perspective my guest today Alexandra Carter brings to the table.
We’ve been taught incorrectly that the loudest and most assertive voice prevails in any negotiation, or otherwise both sides compromise, ending up with less. Instead, Carter shows that you get far more value by asking the right questions of the person you’re negotiating with than you do from arguing with them. She offers a simple yet powerful ten-question framework for successful negotiation where both sides emerge victoriously. Carter’s proven method extends far beyond one “yes” and instead creates value that lasts a lifetime.
Bio: Alexandra Carter is a Clinical Professor of Law and Director of the Mediation Clinic at Columbia Law School, where she has spent over a decade helping thousands of people improve their negotiation skills. She is a world-renowned negotiation trainer for the United Nations, where she has taught dozens of negotiation workshops to hundreds of diplomats from more than eighty nations.
In this episode of Trend Following Radio:
- Negotiation Definition
- Brainstorming Solutions
- Problem Solving
- Landlord and tenant
- Factual Uncertainty – Probability, Ambiguity and Complexity
- Emotional Uncertainty – How we make decisions in life
- Fear and Guilt
Mentions & Resources:
- Alexandra Carter
- Ask for More: 10 Questions to Negotiate Anything
- Enron: The Smartest Guys in the Room