“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

Negotiation Persuasion Tips Worth Remembering
by Dr. Chester L. Karrass

The negotiation suggestions below are based on research findings in human psychology.  Like all research, experiments in negotiation persuasion are not exact models of the real world.  Good business judgment is the only way to fill in the large gaps left by research.

1.  It is better to start your negotiation with easy-to-settle issues rather than highly controversial issues.

2.  Agreement on controversial issues is improved if they are tied to issues where agreement can easily be reached.

3.  When two messages must be sent, one of which is desirable and the other undesirable, the most desirable message should be sent first.

4.  Learning and acceptance are improved if emphasis is placed on similarities of position rather than differences.

5.  Agreement is facilitated when the desirability of reaching an agreement is emphasized.

6.  It is more effective to present both sides of an issue rather than just one side.

7.  When you are discussing the pros and cons of an issue, it is better to present your favored viewpoint last.

8.  Conclusions should be stated explicitly rather than left for the other party to decide.

9.  Repetition of a message, said in different ways, leads to learning and acceptance.

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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