Alex Carter

I see negotiation as problem solving. I don't sell, I problem solve.

I see negotiation as problem solving. I don't sell, I problem solve.

Earlier on in my career, I was for everybody else, the fearless junkyard dog negotiator who would just go out and get what you needed. And when it came to me, I would hesitate.

Earlier on in my career, I was for everybody else, the fearless junkyard dog negotiator who would just go out and get what you needed. And when it came to me, I would hesitate.

When you get to that place where you are so rock-solid confident in your worth that you're able to say, here's the investment to work with me, and if that doesn't work for you, I understand, and you believe it, people smell that on you. Negotiation does not start with the numbers.

When you get to that place where you are so rock-solid confident in your worth that you're able to say, here's the investment to work with me, and if that doesn't work for you, I understand, and you believe it, people smell that on you. Negotiation does not start with the numbers.

It starts with using your words to teach people how to think about you and the value you bring long before you get to the numbers. These are the questions that research shows make people the most money.

It starts with using your words to teach people how to think about you and the value you bring long before you get to the numbers. These are the questions that research shows make people the most money.

Oh, Ilana, thank you for having me. I'm so excited for the conversation.

Oh, Ilana, thank you for having me. I'm so excited for the conversation.

So interesting. I think people, Ilana, often assume that I came out of the womb asking for more, right? That I felt so confident from a very early age, always to get what I needed and to use my voice. And the truth is that actually, as a younger kid, I was quite shy, especially in school or outside the home.

So interesting. I think people, Ilana, often assume that I came out of the womb asking for more, right? That I felt so confident from a very early age, always to get what I needed and to use my voice. And the truth is that actually, as a younger kid, I was quite shy, especially in school or outside the home.

I was really into reading, really into academics, but I often felt as though in larger groups, I wasn't speaking up as much. And then I remember the moment in eighth grade that they started introducing us to speech and debate.

I was really into reading, really into academics, but I often felt as though in larger groups, I wasn't speaking up as much. And then I remember the moment in eighth grade that they started introducing us to speech and debate.

And that's when I figured out that when I had something substantive to say, I felt very comfortable getting up, speaking on my feet, and saying it to an audience of any size. And that was a really interesting lesson for me, really knowing more about what I was interested in. substantively helped me find my feet and my confidence. It makes me think about your audience, right?

And that's when I figured out that when I had something substantive to say, I felt very comfortable getting up, speaking on my feet, and saying it to an audience of any size. And that was a really interesting lesson for me, really knowing more about what I was interested in. substantively helped me find my feet and my confidence. It makes me think about your audience, right?

Of entrepreneurs and folks who, when you get on your topic or your mission, all of a sudden you're unstoppable and you have something to say. And later on, Ilana, I found that I started getting more comfortable using my negotiation skills for other people.

Of entrepreneurs and folks who, when you get on your topic or your mission, all of a sudden you're unstoppable and you have something to say. And later on, Ilana, I found that I started getting more comfortable using my negotiation skills for other people.

We can get into this, but earlier on in my career, really, I was for everybody else, the fearless junkyard dog negotiator who would just go out and get what you needed. And when it came to me, sometimes I would hesitate.

We can get into this, but earlier on in my career, really, I was for everybody else, the fearless junkyard dog negotiator who would just go out and get what you needed. And when it came to me, sometimes I would hesitate.