Business Negotiation

What is a Bogey (or Bogie) in Golf, the Military & Negotiation?

Bogey, a term seemingly simple yet widely versatile, finds its place not just on golf courses and military radars but also within the strategic frameworks of high-stakes negotiations. This article unravels the layers of this multifaceted term, revealing its significance in the world of golf, the complexities of...

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Business Negotiation

Understanding the ‘Best and Final Offer’ in Negotiation

Best and Final Offer Tactics: What is it, How to Respond to it & When to Use the BAFO Strategy Yourself In negotiations, how you make requests and offers can shape the final result. The Best and Final Offer (BAFO) strategy is a powerful tactic that can work in...

Negotiating in LifeNegotiating Tips

Negotiation Practice: 10 Negotiating Exercises & Activities

If you are looking to take your negotiation skills to the next level from the comfort of your own home, check out our Live Online negotiation course. Everyone knows that practice makes perfect. Similarly, if you want to get better at negotiation, you need to practice negotiating. Tips for Practicing Negotiating...

Negotiating TipsNegotiation StrategiesPlanning for Negotiations

7 BIGGEST NEGOTIATION MYTHS & 7 INTERESTING NEGOTIATION FACTS

Sharing the 7 Biggest Negotiation Myths vs the 7 Most Interesting Negotiation Facts Negotiation is an integral part of both personal and professional life. Whether you are navigating a business deal or settling a dispute with a friend, the art of negotiation is a crucial skill. However, like any...

Business Negotiation

The Pyramid of Planning

Having looked at the negotiation process in a broader time frame, we are now in a position to consider the building blocks of planning in a systematic way. To do this, we will use the Pyramid of Planning. Each block of the pyramid represents a key step in...

Negotiating Tips

Negotiating Wants

Negotiating Wants By Dr. Chester Karrass When you’re negotiating, remember to consider how the other party is affected by each action you take. Suppose you make a large concession—thinking it will help resolve differences. Instead of being satisfied, the other party may react by making even greater demands. They may conclude:...

Negotiating in LifeNegotiating TipsBusiness Negotiation

Giving a good answer

In any business negotiation, the other party will ask something of you. They may ask you whether you want to take it or leave it, or whether you agree with the terms and conditions. In any case, you will have to provide the best answer you can. To...

Are you sure?

How sure are you when you walk into a business negotiation? Hopefully you are both confident of your negotiating skills and certain of your position. First, you must be certain of your position, because how can you negotiate on issues you are not sure about? Can you negotiate...

Negotiating Tips

Asking Questions And Negotiating

Asking Questions And Negotiating By Dr. Chester Karrass Questions are mind-openers. Questions lead both parties into a more active involvement with each other. And greater involvement is the key element. It helps improve the probability of an agreement, and acts as a catalyst to help you discover “both-win” potentials that may...

Negotiating in LifeNegotiating Tips

What Does Firm Price Mean? And How to Know When a Price is Firm

What Does “Firm Price” Mean? And How to Know When a Price is Negotiable Say you want to buy a stainless steel appliance at your favorite big box store. It has a price label affixed right onto its shiny metal face. Is that a firm price? Most people think...

Negotiating Tips

What Is Something Worth?

What is something worth? By Dr. Chester Karrass There is a world of difference between what something is worth and what it costs. Things that cost little to produce can carry high price tags, and vice versa. Cost is subordinate to worth from a negotiating standpoint. Worth analysis can shed more...

Negotiating Tips

Profile of the Ideal Negotiator

Profile of the Ideal Negotiator By Dr. Chester Karrass 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 not only good business judgment but also a keen understanding of human nature. I know...

Negotiating Tips

Breaking an Impasse

Breaking an Impasse By Dr. Chester Karrass You did everything right, yet you find yourself at an impasse with the other party. What do you do? Too many negotiations break down for the wrong reasons. Impasses are not always caused by world-shattering issues or great matters of economics. In my experience, many...

THE PROGRAM WAS GREAT! MY SEMINAR LEADER AND THE STRUCTURE OF THE COURSE KEPT ME CONSTANTLY STIMULATED. I NOW AM BETTER PREPARED TO GO INTO AN IMPORTANT NEGOTIATION MEETING AND STAY IN CONTROL, WHILE FINISHING THE MEETING SATISFIED.

Deanna D.
CASE MANAGER at THE JACKSON LABORATORY

IF YOU HAVE THE TRAINING BUDGET AND TWO DAYS TO SPARE, YOU'LL STRUGGLE TO FIND A PROGRAM MORE FAR-REACHING, ON-POINT, AND INSTANTLY IMPLEMENTABLE.

Jeff G.
BUSINESS DEVELOPMENT MANAGER at THE M.K. MORSE COMPANY

EXCELLENT COURSE, BRINGS MORE CONFIDENCE IN MY ABILITY TO NEGOTIATE. I THINK THIS COURSE IS A MUST FOR ALL EMPLOYEES WHO DEAL WITH CUSTOMERS.

John S.
CHIEF ENGINEERING MANAGER at EXXONMOBIL

THIS WAS VERY EFFECTIVE WITH A STRONG FOCUS ON BOTH-WIN NEGOTIATING.

Kathleen L.
SENIOR ANALYST at BLUE CROSS/BLUE SHIELD OF MICHIGAN

THE KARRASS CLASS WAS THE SINGLE BEST TRAINING CLASS/SEMINAR I HAVE EVER ATTENDED. EVERY TIME WE DID AN EXERCISE IT TAUGHT YOU WHAT TO DO DIFFERENTLY NEXT TIME. THANKS.

Kim C.
PROCUREMENT at AMERICAN EXPRESS

THIS PROGRAM HAS GREATLY INCREASED MY CONFIDENCE AND ABILITY TO NEGOTIATE FOR MYSELF AS WELL AS MY COMPANY.

LaDonna E.
SENIOR STRATEGIC BUYER at HALLMARK

THE NEGOTIATING CLASS WAS VERY INFORMATIVE. THE INSTRUCTOR PROVIDED AN INSPIRATIONAL MESSAGE THAT CAN BE APPLIED TO EVERYDAY LIFE.

Mary S.
INTERNATIONAL SOURCING at FMC TECHNOLOGIES

WE NEGOTIATE EVERY DAY OF OUR LIVES, BOTH PERSONALLY AND PROFESSIONALLY. THIS COURSE DEFINES THE PROCESS AND PROVIDES TECHNIQUES TO ACHIEVE SUCCESSFUL RESULTS.

Phillip H.
VICE PRESIDENT at GE

PRIOR TO THIS CLASS I FELT AS THOUGH I WAS GETTING EATEN ALIVE BY INTERNAL NEGOTIATIONS WITH SALES REPS. NOW I FEEL PREPARED TO CHALLENGE WHAT THEY ARE SAYING AND BET TO THEIR REAL NEEDS.

Steve Q.
PLANNER at HONEYWELL

MANY PEOPLE FAIL TO ACHIEVE THEIR POTENTIAL BECAUSE THEY DON’T SEE THE OPPORTUNITIES TO NEGOTIATE A WIN/WIN AGREEMENT WITH THEIR COLLEAGUES. THIS CLASS IS AN EYE OPENER TO THIS DYNAMIC..

Stuart B.
CONTRACTS MANAGER at HEWLETT-PACKARD
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