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#12: Ask for More with Author & Law Professor Alex Carter
Manage episode 311549244 series 3141010
Contenido proporcionado por Claudia Chan. Todo el contenido del podcast, incluidos episodios, gráficos y descripciones de podcast, lo carga y proporciona directamente Claudia Chan o su socio de plataforma de podcast. Si cree que alguien está utilizando su trabajo protegido por derechos de autor sin su permiso, puede seguir el proceso descrito aquí https://es.player.fm/legal.
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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