NEGOTIATING DURING A CRISIS: ASK THE RIGHT QUESTIONS

Wednesday, May 6 at 2:00 PM ET

During this session, Alexandra Carter will share tactics to finding common ground between what you want and what your clients, vendors, or colleagues need during a crisis; negotiating delayed payments or gaps in service with a client by showing a plan for recovery; how you may need to alter your tactics when negotiating by phone or video, which removes in-person social cues; how to focus on the underlying problem rather than reaching for a short-term solution; and dealing with the two emotions known to kill negotiations—fear and guilt.

 Alexandra is the author of Ask for More: 10 Questions to Negotiate Anything (Simon & Schuster, May 5, 2020), a Columbia Law School professor, director of the Mediation Clinic at Columbia Law School, and a world-renowned negotiation trainer for the United Nations.

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