the Justin Brady Show

2-4-21 UPDATE: Alexandra Carter’s book Ask For More is now a Wall Street Journal bestseller! Congrats Alex!

 

Many of us assume if we just do our job and make clients happy, people will compensate us, or give us a raise. That’s not true and Alexandra Carter author of Ask For More explains how to ask a few simple questions to get more. Carter is a Columbia Law Professor and Negotiation Trainer for the United Nations. She has concrete skills that helped me negotiate better, ask for more, and score win/win deals.

Click/tap to jump to an interview topic. 

[2:08] Is a great negotiation when neither side walks away happy? (NO!)
[4:10] Any negotiation starts with what you want. (You probably don't know what you want.)
[6:14] Asking open vs closed questions changes your negotiation trajectory.
[9:20] Do not ask 'why' questions—they come off accusatory.
[11:37] How becoming a better negotiator helps your relationships.
[13:51] Even if you ask a great question, you need to 'land the plane.'
[16:00] Silence can be an amazing advantage in negotiation.
[17:09] Is discomfort with silence cultural? Are Americans at a disadvantage?
[19:33] What emotions sabotage negotiation? Guilt and Fear!
[23:38] People don't want to talk about the very concerns that could tank a deal.
[26:35] If we bring up a concern, can we tank our own deal?

Alexandra Carter Interview

Alexandra Carter has spent years perfecting the art of negotiation. Before meeting her and before reading her book Ask For More I confess I believe it wasn’t possible to influence a negotiation in a way that is meaningful. She has completely changed my view on this.

Many of us falsely believe that we will get a raise or get a better deal by simply doing the work and impressing others. But if you want more, you have to ask for more explains Carter.

 

Alexandra Carter Resources

 

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