Dr. Chester Karrass
Negotiation is one of the most difficult jobs a person can do. It requires a combination of diverse traits and skills. The process of negotiating demands not only good business judgment but also …

Dr. Chester Karrass
Many people approach negotiating much like a Ping-Pong game. One side serves, then the other. A few quick slashes (concessions) and it’s done. Then on to something else. Most of us are too …

by Dr. Chester Karrass
The negotiation suggestions below are based on research findings in human psychology. Like all research, experiments in negotiation persuasion are not exact models of the real world. Good business judgment is the …

by Barbara Beccari
Your “way of being” or who you are impacts on every aspect of your work including your communication style.
By becoming more aware of your personality’s speaking style (and those of others with whom …

by Dr. Chester Karrass
Questions are mind-openers and can lead both parties in a negotiation to a more active involvement with each other. This greater involvement is the key element to more satisfactory negotiations.
During a negotiation, …