Negotiation Case Studies, Negotiating in Life July 7, 2009

Will Negotiations Repair the U.S. and Russia Relationship?

President Barack Obama has traveled to Russia to hold a summit with Russian President Dmitry Medvedev. The two had met in April in London, and had decided to continue negotiations on a replacement for START 1, a nuclear arms treaty drawn in 1991 and which expires on December 5 of this year. They will also discuss the war in Afghanistan, Iran, and terrorism.

The Associated Press is reporting that: “More broadly, the U.S. wants to use the summit to overhaul the U.S.-Russian relationship.” (Read full AP article here.)

The United States and Russia are negotiating new arms reductions. A point of contention, however, is Russian opposition to the planned U.S. missile defense shield in Eastern Europe. The AP reports that the Russians have already allowed one concession: “...they will agree to allow the United States to use their territory and air space to move munitions and arms to U.S. and NATO forces fighting Taliban Islamic extremists in Afghanistan.”

CNN is reporting that Russian and U.S. nuclear negotiators will issue a joint statement on the framework for a new arms control agreement that would replace the START I agreement. The statement is not legally binding, but instructs that negotiations continue to create a formal agreement.

Beside the disagreement over the missile defense shield, the U.S. has another issue to contend with: the power issue. Although Medvedev is the president of Russia, Vladimir Putin is the prime minister and appears to wield significant power. Obama will also meet with Putin.

It remains to be seen if these negotiations help reset the U.S. relationship with Russia, something the Obama administration is seeking to accomplish.

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Deanna D.
CASE MANAGER at THE JACKSON LABORATORY

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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..

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CONTRACTS MANAGER at HEWLETT-PACKARD
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