Alexandra Carter

So what do you need to get this done, right?

Here's what I need.

I've told you my constraints.

What do you need to show here to make this workable?

And it's amazing how when you do that, it takes down some of the defensiveness and the person actually will, you know, give you a better deal or level with you about what it is they need to show.

This can work with a car dealer.

It's also great if you're working with a landlord during coronavirus, you know, asking them what they need.

Landlords have needs, too.

they may need not to have evictions.

They may need to show occupancy.

They may need to have some cash coming in the door, even if it's not the full amount of the rent.

And so when you ask somebody what they need, you get the keys to the kingdom so that you can then, again, find that target and hit it for a mutual win.

Yeah, you know, feelings are really important.

It's interesting because I think a lot of times people assume that they need to make decisions based only on facts.

But actually, research shows that for most of us, no matter how calm we think we are, emotions are how we make decisions.

You know, advertising executives know this.

They know that the way they can get people to spend their time and their money is by appealing to people's emotions.

But you're right.

We don't want to get in the room and have our emotions get the best of us, right, so that we're not giving our best at the table.

So here's how we do that.