Alex Carter: Negotiate Like a Pro, Powerful Techniques to Unlock Career and Business Growth | E99
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Who is Alex Carter and what is her expertise?
I see negotiation as problem solving. I don't sell, I problem solve.
Alex Carter, she is a Wall Street Journal bestselling author, Columbia Law professor, the go-to expert for negotiation.
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. 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.
Alex Carter, the go-to expert for negotiation. She is a Wall Street Journal bestselling author, Columbia law professor, and her recent TEDx on how to ask for more, highly recommend, check it out, was seen by over a million people. She built a career helping people own their voice and ask for more, which is so, so, so important. Alex, you also say negotiation isn't just for the boardroom, it's for life. I'm so glad that you're here today.
Oh, Ilana, thank you for having me. I'm so excited for the conversation.
How did Alex Carter find her voice and build confidence?
It's going to be incredible, but I want you to take us back in time to Alex, the kid, how you grew up, where did you grow up? How were you as a kid where you were like this assertive, like I can negotiate anything in life?
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. 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. 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.
I want to go there in a second because I think that selling yourself, selling your value, negotiating, we'll talk about it because you don't call it selling for a good reason. But selling yourself, selling your value slash negotiating, I'm saying what people perceive of the words. Are you going to correct us? Yes, uh-huh. But the way it's looking right now, people hesitate, right? It's scary. I don't want to push. I don't want to be the person that rubs them in the wrong way, the rock the boat. So we'll talk about this. But I would love to understand, and I think you said something beautifully, that when you find your voice... you are so much more in power and empowered to actually speak up, right? Which I think is so, so, so important.
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Chapters
7 chapters
1
Who is Alex Carter and what is her expertise?
0:36–2:23
2
How did Alex Carter find her voice and build confidence?
2:23–12:04
3
What inspired Alex to pursue a career in law and mediation?
12:04–22:44
4
How did Alex overcome self-doubt and bet on herself?
22:44–30:16
5
Why is negotiating for yourself so powerful?
30:16–42:06
6
How did Alex secure her first big client and build her speaking career?
42:06–51:02
7
What negotiation strategies can help you succeed in your career?
51:02–53:49
Speakers
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