April 28, 2020 2 min read

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During these trying times, businesses are slowing down and many are suspending all work until we can safely return to a new normal. As a result, many entrepreneurs and leadership teams will need to negotiate with vendors and clients to avoid gaps in payments/services.
 
Our key guest, Alexandra Carter, author of ASK FOR MORE: Ten Questions to Negotiate Anything, is a Columbia Law School Professor, Director of the Mediation Clinic at Columbia Law School, and a world-renowned negotiation trainer for the United Nations. She shares with us her keys behind a successful negotiation. 

Plus, Alex will explore:

• Why asking the right questions is critical for negotiation and leadership
• The Ask for More framework for negotiation success
• Negotiation tactics to include in a proposal for your counterpart whether it’s a landlord, vendor, etc. about why you are unable to meet your obligations and why, regardless of that, you are a better choice than your competitors or another option
• Tactics to negotiate delayed payments by showing a plan for recovery. Your long-term prospects may make you a lot more attractive than starting over with someone else
• How you may need to alter your tactics when negotiating by phone, which removes in-person social cues, if in-person or video calls are not an option
• How to focus on the underlying problem rather than reaching directly for a solution.
• Dealing with the two emotions known to kill negotiations: fear and guilt, especially during this time of high emotion and anxiety
• How to find a common ground between what you want and what your client/vendor needs
• Negotiating with people in your home to make time and space for work at home while sustaining a work/life balance

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