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#12: Ask for More with Author & Law Professor Alex Carter
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93% of all negotiators are failing to ask the questions that they need to get the most out of their negotiations (Professor Leigh Thompson at the Kellogg School of Management). In this episode, Claudia talks to Alexandra Carter, the author of Ask for More: 10 Questions to Negotiate Anything and a professor at Columbia Law School, to find out why this problem happens to most of us and to explore a whole new approach to negotiation. Through this episode, you will:
- Discover the fundamentals of negotiation: E.g., 5 mirror questions & 5 window questions;
- Understand the power of problem definition to focus on your mission to enlist support rather than to keep the sell focused on yourself; and
- Learn how to turn a no into a yes
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