Alex Carter

And I'm very excited about this opportunity. And what I want to know is, my research about the market tells me the band is here. What can we do together? And how can I help you make the case for moving the comp to the place where market is for this position? So perfectly collaborative, right? And I have to tell you, Ilana, a lot of people think, what if they pull the offer?

And I'm very excited about this opportunity. And what I want to know is, my research about the market tells me the band is here. What can we do together? And how can I help you make the case for moving the comp to the place where market is for this position? So perfectly collaborative, right? And I have to tell you, Ilana, a lot of people think, what if they pull the offer?

If they pull the offer, then that is a giant red flag about the organization. If you are negotiating collaboratively, if you are asking those questions, if you're doing your homework like I know everybody on this podcast is, And they say, oh, you negotiated. Consider yourself lucky and move to the place that's meant for you.

If they pull the offer, then that is a giant red flag about the organization. If you are negotiating collaboratively, if you are asking those questions, if you're doing your homework like I know everybody on this podcast is, And they say, oh, you negotiated. Consider yourself lucky and move to the place that's meant for you.

Yes, especially if you're going to have an ongoing working relationship going forward. I love to do either face-to-face or on a virtual platform where I can see the person because everything is data. The body language is data. The tone of the voice. Do you know, research shows actually that most of our emotion is carried through our voice.

Yes, especially if you're going to have an ongoing working relationship going forward. I love to do either face-to-face or on a virtual platform where I can see the person because everything is data. The body language is data. The tone of the voice. Do you know, research shows actually that most of our emotion is carried through our voice.

So if you are attuned to little changes in people's voices, you might have a clue as to what's on their mind. I like to look at their facial expression. I like to look at what people have in their background. There have been times I'm negotiating with folks and I might look and say, are those birthday balloons in the background? Somebody says, yes, actually, my granddaughter just had a birthday.

So if you are attuned to little changes in people's voices, you might have a clue as to what's on their mind. I like to look at their facial expression. I like to look at what people have in their background. There have been times I'm negotiating with folks and I might look and say, are those birthday balloons in the background? Somebody says, yes, actually, my granddaughter just had a birthday.

We are off to the races. We start talking. In negotiation, there is no small talk. It's all important. It's all building relationships. And in my background, there are things, especially if you have a wider screen, that tell you a bit about who I am and what I value. And I think all of that is really important. I would say there are instances where sometimes negotiating over email can be helpful.

We are off to the races. We start talking. In negotiation, there is no small talk. It's all important. It's all building relationships. And in my background, there are things, especially if you have a wider screen, that tell you a bit about who I am and what I value. And I think all of that is really important. I would say there are instances where sometimes negotiating over email can be helpful.

If you think it's going to be very emotionally charged and that you're going to be able to put your points more linearly and say things the way you want to say them with space to do so, email can be good. I've counseled a number of people who are negotiating severance who felt like it was too much to be on the...

If you think it's going to be very emotionally charged and that you're going to be able to put your points more linearly and say things the way you want to say them with space to do so, email can be good. I've counseled a number of people who are negotiating severance who felt like it was too much to be on the...

phone or on Zoom with someone and email allowed there to be some distance so that you could take a pause and really think about how to put your best foot forward. Most of the time, big fan, like you said, of the in-person or face-to-face, there are times when email can be very useful.

phone or on Zoom with someone and email allowed there to be some distance so that you could take a pause and really think about how to put your best foot forward. Most of the time, big fan, like you said, of the in-person or face-to-face, there are times when email can be very useful.

I have to tell you, can I just say, one of the fascinating things I find about negotiation is how different it can be jurisdiction to jurisdiction. And so this very successful German entrepreneur I know said, Alex, I just have a way of putting things sometimes that is not conducive.

I have to tell you, can I just say, one of the fascinating things I find about negotiation is how different it can be jurisdiction to jurisdiction. And so this very successful German entrepreneur I know said, Alex, I just have a way of putting things sometimes that is not conducive.

to negotiation, she actually writes up the email and then puts it into an AI tool and says, do the following things to this. And she said, so they massage some of my language and then I'm able to send that out and not sound like I'm quite so strident. So... There are lots of tools out there now for you to put your best foot forward, but it's also a lesson to your global audience.

to negotiation, she actually writes up the email and then puts it into an AI tool and says, do the following things to this. And she said, so they massage some of my language and then I'm able to send that out and not sound like I'm quite so strident. So... There are lots of tools out there now for you to put your best foot forward, but it's also a lesson to your global audience.

Know who you're negotiating with. I've worked with a number of Israeli professionals, and I'm originally from New York. We are both delightfully direct, right? And there's something that's wonderful about that. When I negotiate in other jurisdictions, like maybe in certain East Asian jurisdictions or certain African jurisdictions— So different people are a little bit more indirect.

Know who you're negotiating with. I've worked with a number of Israeli professionals, and I'm originally from New York. We are both delightfully direct, right? And there's something that's wonderful about that. When I negotiate in other jurisdictions, like maybe in certain East Asian jurisdictions or certain African jurisdictions— So different people are a little bit more indirect.