Karrass

It's all about the planning
“He who fails to plan, plans to fail.” ~ Proverbs There is no doubt that planning helps you to succeed in life, and it is no different in business negotiations. “Winging it” or hoping for the best during a negotiation is not going to give you the results you want or need. Planning may ta...

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Is it non-negotiable?
We often say that everything is negotiable, but sometimes negotiators come to the table with a list of non-negotiable demands. How do you deal with issues that are not up for negotiation? Non-negotiable demands tend to be extreme, and defy compromise. Sometimes, they are centered on ethical, rel......

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Negotiations in the spotlight: Philadelphia Transit
Negotiations have been big news this week in Philadelphia. Philadelphia public transit, run by the Southeastern Pennsylvania Transportation Authority (SEPTA) had been partially stopped due to a six-day worker walkout, which ended today. At issue was the new contrac...t between the SEPTA transport...

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Team Negotiations Lead to Better Results
When conducting business negotiations there are very few instances where it is better to do it individually rather than as a team. There are many advantages to team negotiating: Broad base of knowledge Teams are more creative than individuals Teams are involved in better planni...ng and better thi...

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It's all about people
In the end, all business is conducted between people. As much as the world has become computerized and automated, we still shake hands with a person to seal a deal. Who you do business with is important. Choose your partners carefully. The right partners can help close a deal, while the wrong pa......

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Is it ethical?
As Dr. Chester L. Karrass writes in his book Give and Take: “Unethical tactics for achieving worthwhile goals ultimately destroy the positive value of those goals.” In business negotiations, we are working to achieve a goal. However, we should not be so goal-focused that we fall into unethi...

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Staying on higher ground.
What happens if a business negotiation degenerates into a squabble? There is no agreement and no resolution and everybody goes home unhappy. Perhaps the best way to avoid this scenario is to take control from the beginning of the negotiation. How do you establish a “higher ground?” You come ......

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Endgame: a movie about negotiation.
Last night on its Masterpiece Contemporary series, PBS aired Endgame, a movie based on the real, secret negotiations to end apartheid in South Africa. The talks took place in the United Kingdom between representatives of the African National Congress (ANC) led by Thabo Mbeki (played ...by Chiwetel E...

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Off the record?
We’ve all heard the following scenario: the politician tells the journalist that he will only talk off the record. The journalist agrees, the politician gives up some juicy information, and the next day, the whole story is told in the daily newspaper, citing an unnamed source, which it turns ou...

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What's your personality?
In business, especially in business negotiations, you are always dealing with people: their personalities, their needs and their opinions. Business decisions are sometimes influenced by personal issues and not solely by business strategy and the bottom line. On this blog we’ve discussed issues......

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