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Alexandra Carter
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Ask for More - Summary
Ask for More revolutionizes the traditional approach to negotiation by presenting a groundbreaking framework centered on the power of asking the right questions. Alexandra Carter, a Columbia law professor and mediation expert, dismantles the common misconception that negotiation success comes from being the loudest or most assertive voice in the room. Instead, she introduces a sophisticated yet accessible ten-question methodology that transforms how we approach negotiations in both professional and personal contexts.
Key Ideas
The Question-Based Approach to Negotiation
A paradigm shift from traditional assertive bargaining to strategic inquiry, demonstrating how thoughtful questions can reveal underlying interests, create opportunities, and lead to more valuable outcomes than direct demands or compromises.
Creating Lasting Value Through Dialogue
Moving beyond the simple "yes/no" dynamic to establish meaningful conversations that generate long-term benefits, focusing on building relationships and understanding rather than winning isolated victories.
Universal Application of Negotiation Skills
The transformation of negotiation principles from purely business transactions to valuable life skills, applicable in everything from salary discussions to family dynamics and personal relationships.
FAQ's
Unlike conventional negotiation tactics that emphasize assertiveness and power plays, Carter's method focuses on asking strategic questions to understand the other party's perspective, leading to more collaborative and mutually beneficial outcomes.
Yes, the question-based framework has been successfully implemented in various high-stakes scenarios, including UN negotiations and corporate dealings, proving its effectiveness in professional environments while maintaining relationships.
No, the book provides a clear, step-by-step framework that any reader can implement immediately. The ten-question methodology is designed to be accessible while producing sophisticated results for negotiators at all experience levels.
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