IntraOrganization Negotiation December 28, 2012

Hearing Both Sides in a Negotiation

The exchange of information and ideas within an organization starts not with policies or directives from the highest level but with those who interact in solving the problems and differences that emerge. To encourage innovation and collaboration, we as participants must break down the barriers that impede the flow of information from person to person. This is especially important where ideas or differences are in direct conflict and tempers are high.

Let’s start with the realities of today’s workplace. As members of a modern team or group, we usually associate with people whose technical knowledge is so sophisticated and different from our own that we sometimes find ourselves bewildered by what they are saying.

Many of these highly trained specialists have never learned at school or elsewhere how to express themselves in terms familiar to us. Like an international chorus trying to sing “The Star Spangled Banner” in a medley of languages, their voices are poorly heard. Yet, if we are to get the project completed successfully, all must be clearly heard and understood.

We work side-by-side with people who are unlike us in many ways: in terms of culture, language or religious belief. Some prefer to bring in bags of food to work that, when opened, overwhelm our sense of smell. Some prefer to relax and speak to others who share their language and make us wonder what they are saying. Some, when expressing themselves, are so sensitive to their heavy accents that they talk in whispers as if wishing that by speaking so quietly they will avoid being contradicted. The American melting pot, more diverse than ever, meets face-to-face more closely on the workplace floor than in any other social setting. Solving the problem of communicating effectively is tethered to our economic well-being.

Whatever our position in the organization, our job responsibility calls for helping others express themselves. We depend on the knowledge of co-workers, suppliers and customers to compete in building our better mousetraps and economic future. Close collaboration is crucial to success.

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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