"What happens to a kayak if we stop steering? We keep moving, but maybe not in the direction that we want."
Author Alex Carter uses this example to frame negotiations as a relationship rather than an event, and provides the reader with strategies to conduct a successful negotiation. Using open-ended questions, such as "What are your concerns?" can help get negotiating parties on the same page, so that everyone's needs are better met. During her years as a law professor and mediator, Carter has honed her skills by asking the right questions ("Tell me...") and then practicing active listening. Whether you are aiming for a raise or a promotion or merely trying to get your kids to do their homework, this book provides actionable strategies to get what you want and need.