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Successful people don't.
They get what they want by negotiating better deals for both parties
Strengthen the skills that are the keys to success in business and life. Your agreements, understandings and relationships mean the difference between success and failure. Poor agreements with other companies and individuals are always breaking down. They bring nagging dissatisfaction and aggravation into your business and personal life. Good agreements help you reach and exceed your own objectives and they leave the other party gaining more satisfaction at the same time.
What People Forget To Do* Pyramid of Planning * First Things First * Product Strategy * Fact Finding * One Useful List, Plugging The Leaks On Your Side * Smoking Out Their Concessions
Using Hidden Leverage * Power of Legitimacy * Commitment Power * Word Power * Power of Knowledge * Risk-Taking Power * Hard-Work Power * The Limits of a Seller's Sole-Source Power * The Limits of a Buyer's Power to Use Competition * Putting Time on Your Side * Power of Rules and Precedent * Team Power * Power of Status and Appearance, Strengths and Weaknesses * Self-Evaluation, What Your Opponent Really Wants * Stated Motives * "Under the Iceberg" * Using Hidden Needs, Long-Term Relationships Versus One Shot Deals * Who Benefits Most * Making Long Term Relationships Work For You * Turning Things Around
Both Sides Win * Ten Tips That Always Work * You Can Negotiate Specifications, One Win * Do Well For Yourself * How To Get More Information * Who Talks Too Much? * Better Questions For You * Don't Trust Assumptions * Cost Breakdowns - Yes or No? * How To Make A Concession, Personal Negotiating * Goodwill and Rapport Mean Business * Negotiating an Organization - Five Modes
How To Set And Achieve Your Targets * A Practical Method For Team Target Setting * Gaining Personal Targets * The "Must" and "Give" Issues * Min-Max Positions, When You Expect Less You Get Less * How Expectations Affect Outcomes * How Expectations Go Up and Down in the Other Person's Head * Achievers and Non-Achievers * Risk Takers and Avoiders, What Makes A Good Negotiator * Change The Negotiator - Keep The Initiative * Tying the Plan Together
Business * Selling * Purchasing * Manager/Employee Relations * Real Estate Transactions * Contracts, Legal Conflicts, Engineering Specifications, Personal Needs and Transactions
How Other Cultures Negotiate * Opening Moves * Authority Limits * Measuring Concessions * "Fair and Reasonable"
Keeping Your Eyes Open * Quick Deals * Deadline! * Telephone Mistakes * Using the Phone To Your Advantage * Summary For Success, Applying Time Tactics * Patience - Japanese Power * How To Build Patience Systematically * Buy Now - Negotiate Later * Acceptance Time * Change of Pace - Initiative Tactic Applying Authority Tactics * Authority and No-Authority * Escalating Authority - A Movie Industry Tactic To Watch Out For - Why Authority Mixes You Up * Limited Authority * Full Authority Pitfalls * How The Highest Executives Escape From Authority When They Want To
Demand And Offer Tactics * Testing A Firm Price - "Take It or Leave It" * When a Firm Stand is Necessary * How To Reduce Resentment, Learning To Walk Away - And Come Back !* Taking On Higher Authority, Zeroing In * How To Pin Down What The Other Party Will Take * Why And How Every Contract Changes Silently Over Time * Projecting For Real-World Results And Reactions
Breaking A Deadlock or Making One * Is The Price Right? Why You Must Negotiate Anyway * 15 Ways To Break Deadlocks and Avoid Impasses * How To Get Someone To Deal With You Who Won't! - AN ABSOLUTELY UNIQUE EXERCISE TO HELP YOU RIGHT AWAY
Psychological Ploys Meant To Corner You * Good Guy - Bad Guy * Averages and Statistics * Why All Facts Are Negotiable * Negotiating Tricks From The Movie Industry
Understanding For Self-Defense * How Funny-Money Can Work For or Against You * Issues Even Experienced Negotiators Miss * Planning Purpose Traps That Salespeople Fall Into * The Reverse Auction, A Very Tough Tactic * Competition Face To Face, Nibbles That Add Up * How To Stop Them in Any Agreement * How To Stop a Buyer's or Seller's Hidden Nibbling, Four Tactics Hard To Cope With * Dirty Trick Escalation * The Big Proposal Puzzle * Backing Off A Concession * Mistakes - Real or Otherwise, The Bogey Works Almost Every Time * What It Is and Why It Works * Why Tiger Teams Get Results * Is Any Budget Constraint Real? * Countermeasures, The Krunch * Dangers and Opportunities * How The Seller Should Handle The Krunch and Turn It Around, What Will Work For You In The Toughest Negotiation? * Time To Think * Proven Techniques To Give Yourself More Time * Why Teams Make Sense - Pitfalls and Opportunities
Opening Offers * How Fast Should You Move? * Should You Split The Difference? * Much More On Doing It Right, How Winners Win - With Real Money * The Critique - What Went Wrong - What Went Right
Attendees Discussion * Negotiating Problems * How To Deal With Them, How Hard A Bargain Should You Drive After The Negotiation * How You and Your Company Benefit, Review - Prescription For Continuing Success
It is no surprise that the most successful negotiation seminar in the United States would be created and designed by Dr. Karrass. No other negotiator in the country has a similar background. Dr. Karrass has combined over 30 years of on-the-job experience with advanced academic credentials in negotiation techniques.
After earning an Engineering degree from the University of Colorado and a Masters in Business from Columbia University, he became a negotiator for the Hughes organization. There he won the first Howard Hughes Doctoral Fellowship Award and spent three years conducting advanced research and experimentations in negotiation techniques before earning his Doctorate from the University of Southern California. He then returned to Hughes as a negotiation consultant.
In 1968, Dr. Karrass used his research and experience in his pioneering EFFECTIVE NEGOTIATING® seminar, assisting other business people to master the strategies, tactics and psychological insights of negotiating.
When he began holding these seminars, most business executives and professionals did not realize how much they actually negotiated. More than 400,000 professionals, including salespeople, buyers, corporate leaders, managers, engineers, financial officers, C.E.O.s and international business people have attended Dr. Karrass' EFFECTIVE NEGOTIATING® seminar. Many of the participants have attended the EFFECTIVE NEGOTIATING® seminar in-house, and more than 260 of the Fortune 500 corporations currently license the Karrass program. Dr. Karrass is the author of four books on negotiation, including "The Negotiating Game," and "Give and Take." They are all best-sellers in their field.
His EFFECTIVE NEGOTIATING® seminar is packed with the strategies, techniques, tactics, tips and skills Dr. Karrass learned, practiced and tested over the past three decades. He designed the seminar program to be practical, hard-hitting and to pay off - literally. He constantly updates it. Karrass Seminar course leaders are carefully selected for their experience and skill; and specially trained for their seminar roles - leading, teaching, discussing, motivating, and making it all as enjoyable as it is educational.
At the Karrass Seminar you'll broaden your range of business acquaintances, sharing not only learning sessions but meals and coffee breaks with presidents, vice presidents, sales and purchasing executives, and other business and professional people from a wide spectrum of enterprise.
