Growing Your Career: How to ask for more — and get it | Alex Carter

Negotiation functions as a method of steering relationships rather than a zero-sum battle over resources. Effective negotiation begins with the "mirror," a self-reflective process of identifying personal priorities and past successes before engaging with others. Curiosity serves as a primary tool, where open-ended questions—specifically those starting with "Tell me"—uncover the other party’s true needs and build trust. Rather than viewing counterparts as adversaries, successful negotiators recruit them as partners, aligning goals to create mutually beneficial outcomes. Silence is a critical, often underutilized asset; after making a proposal, resisting the urge to fill the void with words allows the other party to respond, often leading to higher-value agreements. Reframing "why" questions into "what" questions further prevents defensiveness, ensuring that the negotiation process remains collaborative and productive.