Do Good To Lead Well with Craig Dowden A Masterclass in Negotiation with Bestselling Author and Columbia Law Professor | Alexandra Carter
If you have ever wanted to raise your negotiation skills to the next level, then this is the episode for you! Join me as I sit down with Alexandra Carter, a renowned author and the director of the Mediation Clinic at Columbia Law School. In this episode, we journey through Alexandra's fascinating life—from her Long Island upbringing to her pivotal discoveries in mediation at Columbia Law School as well as her ongoing work with the United Nations. With wisdom drawn from her book, "Ask for More: 10 Questions to Negotiate Anything," Alexandra shares actionable, science-backed strategies to empower you in any negotiation scenario.
Discover powerful techniques for sales negotiation that pivot on asking the right questions. We'll reveal how to lead with open-ended questions to uncover customer concerns and turn potential "no's" into "yes's." Alexandra also discusses the critical role of self-reflection and emotional intelligence in decision-making, offering personal stories and practical examples to illustrate how understanding your own position can pave the way for successful outcomes.
Finally, we'll focus on mastering the communication skills necessary so we can better understand our needs and those of our counterparts more clearly. By embracing silence and avoiding assumptions, you can gather comprehensive information that informs your proposals. Whether you're negotiating financial requests, handling uncertain counterparts, or leading a team through challenging times, this episode is packed with valuable strategies to boost your personal and professional growth. Join us for these compelling insights and elevate your negotiation game to new heights.
What You’ll Learn:
• The science and practice of negotiation
• The importance of asking open-ended questions
• The role of self-reflection & emotional intelligence
• How to elevate your communication skills in negotiation
• Aligning personal needs with company goals
Podcast Timestamps:
(00:00) – From Long Island to Working With the United Stations – The Story of “Ask For More.”
(13:33) - Effective Sales Negotiation Strategies
(17:46) – Empower Your Negotiation Through Self-Reflection
(26:15) - Navigating Emotions in Negotiation
(31:26) - Understanding Needs Through Effective Communication
(42:05) - Negotiating for Value
More of Alexandra:
She's the director of the Mediation Clinic at Columbia Law School. So she's also an award winning professor there. And a world renowned negotiation trainer for the United Nations. and she draws on her experience in the book through that, which is really, really beneficial.
She also serves as an executive director of Stand Up Girls, helping tween girls develop relationships for greater self esteem. She's appeared in a variety of the top profile outlets. So, like CBS This Morning, MSNBC's Live Weekend Hardball Marketplace. She's been in the New York Times, the Wall Street Journal, and is the best selling author of Ask for More, 10 Questions to Negotiate Anything.
LinkedIn: https://www.linkedin.com/in/alexandrabcarter/
Key Topics Discussed:
Positive Leadership, Negotiation, Sales Leadership, Self-Reflection, Emotional Intelligence, Empowerment, Mediation, Ask for More, Personal Growth, Open-Ended Questions, Understanding Customer Concerns, Overcoming Barriers, Defensive Questions, Managing Emotions, Internal Conflicts, Power of Silence, Effective Communication, Lead with Empathy, CEO Success
Mentions:
Ask For More: 10 Questions to Negotiate Anything by Alexandra Carter https://alexcarterasks.com/book/
More of Do Good to Lead Well:
Website: https://craigdowden.com/
LinkedIn: https://www.linkedin.com/in/craigdowden/