Negotiating Tips January 9, 2009

Negotiating During A Recession

Tips for Recession Negotiations:

Regardless of what other business skills you possess, economic times like this demand fine tuned negotiating skills. Today! Right Now! Review the negotiating tools you learned at your Karrass seminar.

OK, so the economy is terrible. Don't panic! You've been trained to negotiate. Review the eight negotiating tips below. Don't wait and simply become a victim.

Are you being asked to reduce costs? Close more sales? Get a difficult project back on track? These are all negotiations.

Both you and your organization are facing challenges. Today's negotiations directly and immediately impact your business and perhaps your career. Negotiate your way through this temporary negative business climate.

Negotiating skills are critical to surviving this recession and emerging in a stronger and more competitive position. Use your negotiating skills to protect both yourself and your organization's interests.

What factors are critical to your business success? What can you negotiate to enhance these factors? What needs to be re-negotiated right now?

Karrass has been teaching negotiating for over 40 years. We've seen tough recessions before, and so have our clients. Now is the time to apply what you learned from Karrass.

Start by reviewing these key Karrass negotiating principals:

  1. Don't be afraid to negotiate. Remember to set your targets high--everyone has pressures.
  2. Take time to learn about the other side. Understand their needs, time limits, constraints and willingness to compromise or concede. Their business environment has changed just like yours.
  3. Do the planning necessary to produce a successful outcome (use the Karrass planning guide in your seminar book).
  4. Use the 'Devil's Advocate Procedure' -- your discovery process will help you anticipate the other side's arguments and tactics.
  5. Negotiate 'In Depth' -- understand the organizational and personal elements involved--on both sides of the negotiation. Identify all the players.
  6. Be skeptical about the facts, statistics, averages, and other data submitted by the other side to support their position. Don't be intimidated by this data--there is a reason they are presenting it in this format to you. It supports their position, not yours!
  7. Don't be intimidated by status or authority. Do your homework and be confident in your abilities to support your positions.
  8. Remember you really do have more power than you think you do. Analyze the limits to the other side's power--they can't use all the strength they might have. Current circumstances have altered their power. Can they really use your competition or competitive ideas? Focus on their pressures--not your pressures. Your Karrass negotiating skills can serve you well in these tough economic times.

NEGOTIATE WISELY!

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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