Chester L. Karrass brings extensive experience, advanced academic credentials in negotiation techniques, and over 35 years experience in seminar delivery. After earning an Engineering degree from the and a Masters in Business, Dr. Karrass became a negotiator for the Hughes organization

E-mail is a common component of today’s negotiations. It is, quite simply, an efficient way to communicate. However, e-mail brings new dynamics to your negotiation.

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 a ...

Negotiation is a process of discovery. Questions are raised and answers given, statements made and rebuttals offered. During a negotiation there often is great pressure placed on you to provide quic...

The Chinese have a saying, “It is well to resist like water.”  When water is put under pressure or suddenly made to flow into unfamiliar channels, it falls back.  Then, in its own good time, it seep...

The idea of acceptance time is so simple that it is often overlooked in negotiations. Yet, when understood, it has the power to make each of us more effective at negotiating.

A team of negotiators can often bring a broader range of knowledge to the negotiating process than individuals can, and a team is often more creative. When properly organized, negotiating teams a...

Most negotiations start with both sides having a set of assumptions regarding what the other side wants, needs, or are able to do, or not do.  One of the purposes of the negotiating process is to di...

In the KARRASS Effective Negotiating® Seminar we talk about how you might utilize the "Bogey" as a discovery tactic to gain more information. The more you know about what's on the other party's "sh...

Most negotiators ignore the fact that having limits on their authority can make their jobs easier – it's a source of negotiating power.

Many of today's negotiations can become very complex and involve many varying issues. Should these complex negotiations begin with agreements in principle or are you better served by leaning towar...

This month I received an email from a client who frequently hosts Karrass In-House seminars for their employees. They asked me to elaborate on what happens when, in the negotiation process, you ag...