General Negotiation

Difference Between Distributive vs Integrative Negotiation

Understanding The Differences Between Distributive vs Integrative Negotiation Success in negotiation begins with understanding what kind of negotiation you’re actually engaged in. At its core, all negotiation is about finding and distributing value—but too often, people accept the surface-level options without questioning what else might be possible. Your goal as...

NEWSLETTER

SIGN UP FOR OUR MONTHLY TIPS & IDEAS NEWSLETTER

Get the latest thought leadership on the market delivered to your inbox.

Negotiation Case StudiesNegotiating TipsNegotiation StrategiesBusiness Negotiation

Fait Accompli in Negotiation: Strategy, Meaning & Examples

The Fait Accompli Negotiation Strategy: Meaning, Examples & More What Is a Fait Accompli? A fait accompli—translated from French as “accomplished fact”—is a strategic move in negotiation where one party takes an action without consent or prior discussion, then presents it as irreversible. This tactic forces the other party to...

Negotiating TipsBusiness NegotiationNegotiation Tactics

Negotiation tactic: understanding authority

Understanding the Authority to Negotiate & the Limited Authority Negotiation Tactic Authority is important in business negotiations. After all, when you are negotiating a deal, you want to be dealing with someone who is able to see the deal through. If not, the agreement may not be enforced or...

Negotiation Strategies

Everything to Know About Concessions During Negotiation

Everything You Need to Know About Concessions in Negotiation In most negotiations, both sides move from their original positions. It is wise to leave yourself "negotiating space" when you make your initial offer. Each side to a negotiation usually compromises by making some concessions to reach agreement. Careful concessions help...

Negotiating in LifeNegotiation Strategies

Your Negotiation Challenges

Overcoming the Most Common Challenges of Negotiation Negotiation is one of the most difficult jobs a person can do. It requires a combination of diverse traits and skills. The process of negotiating demands good business judgment and a keen understanding of human nature. There is no other area in...

Negotiating in LifeNegotiating TipsBusiness Negotiation

Top 7 Tips to Build Bargaining Power

What Is Bargaining Power? Bargaining power in negotiations refers to the ability of one party to influence or control the terms and outcomes of a negotiation. It stems from having resources, information, or alternatives that the other party values. In business, as in life, power is not fixed—it’s fluid....

Negotiation Strategies

Splitting the Difference

Never Splitting the Difference: What it Means in the Context of Negotiating Splitting the difference is a phrase we hear often, not just in business, but in everyday life. It sounds practical and fair—why not just meet in the middle and move on? But in negotiation, the decision to...

Negotiation TacticsBusiness NegotiationNegotiating in Life

How to Break an Impasse in Negotiations

How to Break an Impasse in Negotiations As this is being written, the United States debt ceiling negotiations are still at an impasse. Impasses like these are common in complex negotiations—and they’re not necessarily the end of the road. In fact, many successful deals happen after both parties have...

Negotiating in LifeNegotiating TipsBusiness NegotiationNegotiation Strategies

Telephone Negotiations

Telephone Negotiations: Skills, Strategies, and Pitfalls Not every negotiation happens face to face. In today’s fast-paced, remote-friendly world, more and more deals are being struck from a distance—over email, video call, and especially by phone. While it may seem simple, telephone negotiation is a unique skill that requires preparation,...

Negotiation StrategiesPlanning for NegotiationsBusiness Negotiation

Give and Take

Give and Take in Negotiation: Strategy, Meaning, and Methods Dr. Chester L. Karrass provides a comprehensive guide to all aspects of negotiation in his book Give and Take: The Complete Guide to Negotiating Strategies and Tactics. Even the title alone offers a profound insight: negotiation, at its core, is...

Negotiating in LifeNegotiating TipsBusiness Negotiation

How to Spot a Bad Negotiator and Improve Your Skills

How to Know When You Are Dealing with a Bad Negotiator In every negotiation—whether it’s about budgets, business deals, project timelines, or compensation—one truth remains: you don’t get what you deserve, you get what you negotiate. But what happens when the person sitting across the table lacks the skills,...

Understanding the Roles of Negotiation and Persuasion in Our Lives

In business as in life, you don’t get what you deserve—you get what you negotiate. But negotiation is more than just persuasion; it’s a process that requires strategy, preparation, and power dynamics that persuasion alone cannot replace. While persuasion is about influencing others to adopt your perspective, negotiation...

The Critical Link Between Leadership and Negotiation

Leadership and negotiation are inseparable. A leader who cannot negotiate effectively struggles to build relationships, resolve conflicts, and guide teams toward success. Negotiation in leadership is not just about striking deals; it’s about creating alignment, securing resources, and ensuring that everyone moves in the same direction toward a...

Register Now

Contact Us

Have questions or need assistance? Reach out to our team

Contact US
[email protected][email protected]+1 323 866-3800
SEMINARS
Effective Negotiating®Effective Negotiating ||®Effective Consensus®
Group Sales
Private ProgramsBlock Seat Program
About Us
AboutDR. CHESTER KARRASSGARY KARRASSFAQGLOSSARYPRIVACY POLICYBLOG
QUICK LINKS
REGISTERSEMINARSTESTIMONIALSWHO ATTENDSDISCOUNTSDR. KARRASS'S BILL OF RIGHTS