Alfred Street (University of Auckland Store)
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Paperback Edition: 1
Rather than adhering to the popular narrative that only the loudest and most assertive among us get what they want, Carter invites readers to rethink negotiation entirely. Through asking open-ended questions rather than panicked ones, you'll be better able to steer a conversation, a negotiation, and ultimately a relationship for long-term success. She teaches a simple, yet powerful, ten-question framework for successful negotiation. The first five questions are the ones you first need to ask yourself (called 'mirror' questions) and the last five are the ones you ask who you're negotiating with (called 'window' questions). The responses to such questions as "what's brought me here?", "how do I feel?" and "what do I need?" will pave the way for a productive conversation based on values and needs. Carter's method helps readers go far beyond one yes or handshake to create value that lasts a lifetime.
Publisher : Simon & Schuster
Publication date : 2021-09-01
Subjects: Non-fiction, Business / Law, Business Communication, Management, Business Negotiation