Alexandra Carter

Sometimes taking a break and letting somebody sit on something can be really helpful.

So in other words, saying I'm going to walk out as a way of communicating the window is closing.

My preference would simply be to say, instead of getting up and storming out, I like to be transparent and let people know what their window is.

You know, like we have another couple of days that this proposal can work.

And after this time, it's not going to work anymore.

Or, you know, I have a limited amount of time today.

I've got 10 more minutes.

And after that time, you know, I'm going to have to move on to my next meeting.

It is absolutely true.

You know, what you're talking about is called scarcity.

And when people realize that your time or your money is a scarce resource, they may well be prompted to act.

I am not a huge fan of tactics like getting up and walking away from the table.

I am a trust negotiator.

I have found that when I level with my clients, when I level with the people that I'm negotiating with, when I simply tell them that,

something won't work for me and we need to try again, or that we're running out of time for one reason or another, if I do that from a place of integrity, I find that not only do I land that deal, but then people know they can trust me and they come back for the next one.

And when I say I need something or we're out of time, it's not a tactic, it's the truth.

Yep.

You know, everybody is capable of having a bad day, I think is a good way to put it, but you're right.

I've dealt with some really challenging behavior.

And in fact, in the book, I talk about a situation where somebody said, you know, Alex, I've got an idea for what we can do here today.