“A joy to read.” —Douglas Stone and Sheila Heen, authors of Difficult Conversations
“Like having a negotiation coach in your corner...giving you the courage to ask for more.” —Linda Babcock, author of Women Don’t Ask
Ask for More shows that by asking better questions, you get better answers—and better results from any negotiation.
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. In this groundbreaking new book on negotiation, Ask for More, Alexandra Carter—Columbia law professor and mediation expert who has helped students, business professionals, the United Nations, and more—offers a straightforward, accessible approach anyone can use to ask for and get more.
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 victorious. Carter’s proven method extends far beyond one “yes” and instead creates value that lasts a lifetime.
Ask for More gives you the tools to bring clarity and perspective to any important discussion, no matter the topic.
|Publisher:||Simon & Schuster|
|Product dimensions:||6.30(w) x 9.10(h) x 1.10(d)|
About the Author
Table of Contents
Part 1 The Mirror 15
1 What's the Problem I Want to Solve? 21
2 What Do I Need? 38
3 What Do I Feel? 62
4 How Have I Handled This Successfully in the Past? 83
5 What's the First Step? 98
Part 2 The Window 115
6 Tell Me… 125
7 What Do You Need? 141
8 What Are Your Concerns? 154
9 How Have You Handled This Successfully in the Past? 166
10 What's the First Step? 179
Bring It Home: Concluding Your Negotiation 194