Negotiating Tips April 16, 2012

Are You Looking at Negotiation The Right Way?

Most people look at negotiation in the wrong way. They see it as a contest, a game in which the gains of one come only at the expense of the other. They feel that the goal is for them to get six or more pieces of a 10 piece pie, while the other party gets four or less. No wonder they are nervous negotiating; they don’t want to be the one who gets only three or four.

The power and magic of negotiation is that it is far more than a contest. It has the potential to be a Both-Win® process by which we work together to produce a 12 inch pie which is bigger and tastier than before. We then cut the larger pie into twelve pieces and share it more easily than the original ten smaller, less tasty pieces. Think of your family. Wouldn’t it be easier to share twelve pieces of a bigger pie that ten pieces of a smaller pie that wasn’t so good?

Top negotiators realize that Both-Win® is the way to negotiate. What they try to do in every negotiation is increase the size and quantity of whatever they are negotiating about. They search for a better deal for both parties. Only after searching and finding the bigger and better deal for both parties do they worry about how to share it.

The basic principle of Both-Win® negotiating is that there is ALWAYS a bigger and better deal for both parties if they are willing to search for it. Both buyer and seller increase their profit, and their satisfaction, without hurting each other. Both-Win® negotiations says that the pie can always be made larger and better before sharing it with the opposing side. Always.

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The KARRASS Effective Negotiating® program is your passport to continuous improvement and success in working out Both-Win® deals for a variety of wants and needs. Don't just negotiate; negotiate effectively. Enhance your negotiation prowess with KARRASS training and unlock a world of possibilities for achieving better pricing in everything from everyday transactions to complicated real estate deals.

More than 1.5 million people have trained with KARRASS over the last 55 years. Effective Negotiating® is designed to work for all job titles and job descriptions, for the world’s largest companies and individual business people.

Effective Negotiating® is offered In-Person in a city near you, or Live-Online from our Virtual Studios to your computer. See the complete schedule here.

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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