“I thought the seminar was very useful. I've been using some techniques in my daily negotiations ever since. In fact, I thought the information was so valuable that I want to bring the KARRASS seminar In-House for our world-wide conference.”

John Copley,
Manager,
Commodity Purchases,
CORNING

KARRASS Effective Negotiating® Tip

Negotiating Under Pressure
by Dr. Chester L. Karrass

The current economic climate and the threat of war is creating pressure on many negotiators. Decisions are being delayed. Buyers are being asked to bring costs down. Salespeople are being asked to increase volumes and margins. Manufacturing people are being asked to increase plant efficiencies. Engineers and managers are being asked to do more with less. You may be feeling negotiating pressure from a variety of sources.

Now, more than ever, you must remember that in any negotiation there are pressures and problems on BOTH sides. Yet we almost always focus on our own problems and pressures and forget about the other party.

One of the key concepts discussed in the Effective Negotiating Seminar you attended was "you've got more power than you think." Just the RECOGNITION of the pressures on the other party will increase your power and strengthen your negotiating position.

You know your needs — your pressure. The other party has needs, which they feel as their pressure. Remember to ask yourself — "WHAT'S ON THEIR SHEET?" This will help you identify the other party's pressures. Then try to use the negotiation as a tool to help you find opportunities for a Both-Win solution — an agreement that takes the pressure off both you and the other party.

For more information, contact:

US Sales at 323-866-3800 or KARRASS Worldwide Sales in the UK at 44 1202 853210

© 2008 KARRASS LTD. All rights reserved. Reproduction in any form without expressed written permission of KARRASS LTD. is prohibited. e-mail: mail@karrass.com
   

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