Alex Carter - Pide más: 10 preguntas para negociar cualquier cosa

Alexandra Carter es profesora de Derecho y directora de la Clínica de Mediación en la Escuela de Derecho de Columbia. Estudió Derecho en Columbia, se graduó con honores de Georgetown y fue beneficiaria de la beca Fulbright en Taiwán. Ha dedicado más de una década a ayudar a miles de personas a mejorar sus habilidades de negociación; ha impartido docenas de talleres en la materia para Naciones Unidas con diplomáticos de más de ochenta países. Vive en Maplewood, New Jersey, con su esposo e hija.

Carl Sagan, Cosmos. Random House, Nueva York, 1980, p. 193.

Leigh Thompson, The Mind and Heart of the Negotiator. Pearson/Prentice Hall, Nueva Jersey, 2005, p. 77.

Ibid.

“Negotiation”, Macmillan Dictionary, 2 de octubre de 2019, https://www.macmillandictionary.com/us/dictionary/american/negotiation#targetText=formaldiscussionsinwhichpeople,contractnegotiations

“Negotiation”, Collins English Dictionary, 2 de octubre, 2019, https://www.collinsdictionary.com/us/dictionary/english/negotiation

Tasha Eurich, Insight: The Surprising Truth About How Others See Us, How We See Ourselves, and Why the Answers Matter More Than We Think. Random House, Nueva York, 2017, p. 99-101; Thompson, p. 77.

James E. Campbell, Polarized: Making Sense of a Divided America (2016), 31; John Sides y Daniel J. Hopkins, Political Polarization in American Politics (2015), p. 23.

Wendy L. Bedwell, Stephen M. Fiore y Eduardo Salas, “Developing the Future Workforce: An Approach for Integrating Interpersonal Skills into the MBA Classroom” Academy of Management Learning and Communication 13, no. 2 (2013), p. 172.

Tasha Eurich, Insight: The Surprising Truth About How Others See Us, How We See Ourselves, and Why the Answers Matter More Than We Think. Random House, Nueva York, 2017, p. 154.

Ibid, p. 8.

Ibid.

Ibid.

Ibid.

Ibid, p. 11-13.

Ibid, p. 101.

Ibid, 98-102.

Karen Zraick y David Scull, “Las Vegas, Puerto Rico, Tom Petty: Your Tuesday Evening Briefing” The New York Times, 3 de octubre de 2017, https://www.nytimes.com/2017/10/03/briefing/las-vegas-donald-trump-puerto-rico-tom-petty.html

Eurich, 100.

“Study Focuses on Strategies for Achieving Goals, Resolutions” Dominican University of California, 2 de octubre de 2019, https://www.dominican.edu/dominicannews/study-highlights-strategies-for-achieving-goals

Mark Murphy, “Neuroscience Explains Why You Need to Write Down Your Goals if You Actually Want to Achieve Them” Forbes, 15 de abril de, 2018, https://www.forbes.com/sites/markmurphy/2018/04/15/neuroscience-explainswhy-you-need-towrite-down-your-goals-if-you-actually-wantto-achieve-them/#40a5f44e7905

Erika Andersen, “Start the New Year Like Albert Einstein” Forbes, 20 de diciembre de 2011, https://www.forbes.com/sites/erikaandersen/2011/12/30/start-the-new-year-like-albert-einstein/?sh=3b4be45b3e12

Fred Vogelstein, “The Untold Story: How the iPhone Blew Up the Wireless Industry” Wired, 9 de enero de 2008, https://www.wired.com/2008/01/ff-iphone/

Mic Wright, “The Original iPhone Announcement Annotated: Steve Jobs’ Genius Meets Genius”, TNW, 9 de septiembre de 2015, https://thenextweb.com/apple/2015/09/09/genius-annotated-with-genius/

Ibid.

Ibid.

Ibid.

Vogelstein, “The Untold Story: How the iPhone Blew Up the Wireless Industry”.

Ibid.

Ibid.

Ibid.

Ibid.

Peter Cohan, “How Steve Jobs got ATT to Share Revenue”, Forbes, 16 de Agosto de 2013, https://www.forbes.com/sites/petercohan/2013/08/16/how-steve-jobs-got-att-to-share-revenue/?sh=66948c08391c

“5 Years Later: A Look Back at the Rise of the iPhone”, Comscore, 29 de junio de 2012, https://www.comscore.com/Insights/Blog/5-Years-Later-A-Look-Back-at-the-Rise-of-the-iPhone

Kevin Ashton, “How to Fly a Horse: The Secret of Steve”, 2 de octubre de 2019, http://howtoflyahorse.com/the-secret-of-steve

“The Problem” Attendance Works, 2 de octubre de 2019, https://www.attendanceworks.org/chronicabsence/the-problem/

Ibid.

Ibid.

Emily S. Rueb, “Schools Find a New Way to Combat Student Absences: Washing Machines”, The New York Times, 13 de marzo de 2019, https://www.nytimes.com/2019/03/13/us/schools-laundry-rooms.html

Ashton, “How to Fly a Horse: The Secret of Steve”.

John Kennedy, “Darrell Mann: 98pc of Innovation Projects Fail, How to Be the 2pc that Don't” Silicon Republic, 23 de febrero de 2013, https://www.siliconrepublic.com/innovation/darrell-mann-98pc-of-innovation-projects-fail-how-to-be-the-2pc-that-dont

Erik van Mechelen, “Substituting a Hard Question for an Easier One: Daniel Kahneman's Thinking, Fast and Slow” Yukaichou (blog), 2 de octubre de 2019, https://yukaichou.com/behavioral-analysis/substituting-hard-question-easier-one-daniel-kahnemans-thinking-fast-thinking-slow/

Michael Cooper, “Defining Problems: The Most Important Business Skill You've Never Been Taught” Entrepreneur, 26 de septiembre de 2014, https://www.entrepreneur.com/article/237668

Ibid.

Andrea Kupfer Schneider, “Aspirations in Negotiations”, Marquette Law Review 87, no. 4 (2004), p. 675.

Sheiresa Ngo, “The Real Difference Between Needs and Wants Most People Ignore”, Cheatsheet, 6 de noviembre de 2017, https://www.cheatsheet.com/money-career/real-difference-between-needs-and-wants-people-ignore.html/

Sidney Siegel y Lawrence E. Fouraker, Bargaining and Group Decision Making. McGraw-Hill, Nueva York, 1960, p. 64.

G. Richard Shell, Bargaining for Advantage: Negotiation Strategies for Reasonable People. Viking, Nueva York, 1999, p. 30-34.

Andrea Kupfer Schneider, “Aspirations in Negotiations”, Marquette Law Review 87, no. 4 (2004), p. 676.

Ibid, 34.

Abraham H. Maslow, “A Theory of Human Motivation” Psychological Review 50, no. 4 (1943), p. 394-395.

Edith M. Lederer, “UN: Conflict Key Cause of 124 Million Hungry Who Could Die”, AP News, 23 de marzo de 2018, https://www.apnews.com/c37f7a8da9cc4eaebf3fe7c48711aa37

Ibid.

Ibid.

Ibid.

Annie McKee, How to Be Happy at Work: The Power of Purpose, Hope, and Friendship. Harvard Business Review Press, Boston, 2018, p. 13.

“Respect”, Merriam-Webster, 16 de octubre de 2019, https://www.merriam-webster.com/dictionary/respect

John Mordechai Gottman y Nan Silver, The Seven Principles for Making Marriage Work. Random House, Nueva York, 1999, pp. 29-31, 65-66.

Ibid.

Robert Cialdini, “The Six Principles of Successful Workplace Negotiation”, Controlled Environments, 4 de septiembre de 2015.

Ibid; Jeswald Salacuse, “The Importance of a Relationship in Negotiation”, Program on Negotiation, Harvard Law School, 18 de junio de 2019, https://www.pon.harvard.edu/daily/negotiation-training-daily/negotiate-relationships/

Bert R. Brown, “Saving Face”, Psychology Today 4, no. 12 (Mayo 1971), p. 56-57.

“Dignity”, Merriam-Webster, 16 de octubre de, 2019, https://www.merriam-webster.com/dictionary/dignity

Jonathan M. Mann, “Dignity, Well-Being and Quality of Life”, Longevity and Quality of Life: Opportunities and Challenges, ed. Robert N Butler y Claude Jasmin. Kluwer Academic, Nueva York, 2000, p. 149.