Negotiation is a key skill for your job, your closest
relationships, and even your everyday life, but often people shy
away from it, feeling like they're marching into battle or that
they're settling for less. Enter Alexandra Carter, Clinical
Professor of Law and Director of the Mediation Program at Columbia
University, NYC, who has taught students, business professionals
and even the United Nations for more than a decade on this very
topic. In Ask for More: Ten Questions to Improve Your Negotiations,
Your Relationships and Your Life, Carter brings her breadth of
knowledge to help anyone, regardless of their situation, ask for -
and get - more. Rather than adhering to the popular narrative that
only the loudest and most assertive among us get what they want,
Carter invites readers to rethink negotiation entirely. Through
asking open-ended questions rather than panicked ones, you'll be
better able to steer a conversation, a negotiation, and ultimately
a relationship for long-term success. She teaches a simple, yet
powerful, ten-question framework for successful negotiation. The
first five questions are the ones you first need to ask yourself
(called 'mirror' questions) and the last five are the ones you ask
who you're negotiating with (called 'window' questions). The
responses to such questions as "what's brought me here?", "how do I
feel?" and "what do I need?" will pave the way for a productive
conversation based on values and needs. Carter's method helps
readers go far beyond one "yes" or handshake to create value that
lasts a lifetime. Accessible, powerful, and inspiring, Ask for More
gives readers the tools to bring clarity and perspective to any
important discussion.
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