Are You Uncomfortable Negotiating? Ask For More

“Let us never negotiate out of fear. But let us never fear to negotiate.”

If that line rings familiar, you recognize it from John F. Kennedy’s inaugural address. In that speech six decades ago, he was talking about international diplomacy. But that sentiment applies just as readily to business deals and personal relationships.

Nobody understands that better than Alexandra Carter. She’s director of the Mediation Clinic at Columbia Law School where she’s also an award-winning professor and a world...