Karrass

To concede or not to concede, is that the question?
Perhaps the better question about concession is: what to concede?Concessions are a fact of life in any business negotiation. Sometimes you must make a concession to get what you want. However, this does not mean your si...de should make all the concessions, or that you just concede willy-nilly. You ...

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A must-have asset for negotiation success.
Although there are many skills you can learn in order to be a successful negotiator, there is an asset that will make you a stand-out: confidence.In fact, confidence is a key ingredient in all type of business success. In an art...icle about business development for the FindLaw website, Sara Holtz w...

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How important is it to "save face?"
To save face means simply to maintain one’s dignity. Conversely, to lose face would mean to be humiliated, or lose one’s reputation. It turns out that face-saving is a big issue in every business negotiation. However, face-saving is a... “hidden” issue. During a negotiation, each negotiato...

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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 compromi...se. 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 walkou...t, which ended today. At issue was the new contract 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 th...an individuals Teams are involved in better planning 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 pa...rtners 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. H...ow 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 N...ational 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, cit...ing an unnamed source, which it turns ou...

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