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Effective Negotiating®

presented by KARRASS
View the KARRASS Profile and Course Listings

Bring a trainer to your location to deliver this class for groups of 10 or more.


Successful people don't take "no" for an answer. Get what you want through successful negotiation. Let KARRASS help you strengthen the key skills you need in business and in life.

Workshop Description/Agenda

Successful people don't take no for an answer. They get what you want through successful negotiation. Let Karrass help you strengthen the key negotiating skills you need in business and in life.

The strength of your agreements, understandings and relationships can make the difference between success and failure. Weak agreements always break down. They bring nagging dissatisfaction and aggravation into your business and personal lives. Strong agreements help you reach and exceed your own objectives, while bringing mutual satisfaction to all parties.

Apply the Karrass edge to your most important negotiations.

This is true whether you are:

  • Determining the price and terms at which you buy or sell.
  • Closing with an important customer.
  • Persuading others to work with and not against you.
  • Setting or meeting budgets.
  • Finalizing and administrating simple or complex contracts.
  • Working on a problem with someone important to you.
  • Managing and supervising those responsible for doing.
  • Breaking or avoiding a serious impasse
  • Working efficiently and effectively within your department, the company, and with the outside world

You’ll feel confident and prepared.

At our Effective Negotiating® Two-Day Seminar you'll learn:

How to Stick to Your Own Game Plan

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

How To Tap Into More Power Than You Think You Have

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

How To make Better Agreements Right Now

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

You Can't Hit a Target You Never Set

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

How to Use Your Strength In

Business, Selling, Purchasing, Manager/Employee Relations, Real Estate Transactions, Contracts, Legal Conflicts, Engineering Specifications, Personal Needs and Transactions

How To Use Tips From The Competition

How Other Cultures Negotiate, Opening Moves, Authority Limits, Measuring Concessions, Fair and Reasonable

How To Avoid Traps and Use Tactics

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

How To Deal With Deadlocks, And Win

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

How To Guard Against Tricks

Psychological Ploys Meant To Corner You, Good Guy Bad Guy, Averages and Statistics, Why All Facts Are Negotiable, Negotiating Tricks from the Movie Industry

More Subtleties, More Skill

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

Why Your Helpful Concessions Can Hurt You

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

How To Gain Successful Agreements and Keep Them

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.

Who Should Attend


Additional Information

Training Provider: KARRASS

Course Topics: Business Skills Training > Negotiating Skills

Training Course Summary: Successful people don't take "no" for an answer. Get what you want through successful negotiation. Let KARRASS help you strengthen the key skills you need in business and in life.

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Live Seminar Dates/Locations

DEC 13-14    IN AUSTIN, TX
JAN 3-4, 2019    IN SCOTTSDALE, AZ
JAN 7-8, 2019    IN MONTREAL, QC
JAN 7-8, 2019    IN CINCINNATI, OH
JAN 10-11, 2019    IN SEATTLE, WA
JAN 10-11, 2019    IN KANSAS CITY, MO
JAN 14-15, 2019    IN MIAMI, FL
JAN 14-15, 2019    IN MINNEAPOLIS, MN
JAN 17-18, 2019    IN DEARBORN, MI
JAN 17-18, 2019    IN LOS ANGELES, CA
JAN 17-18, 2019    IN DALLAS, TX
JAN 24-25, 2019    IN WASHINGTON, DC
JAN 28-29, 2019    IN ATLANTA, GA
JAN 31-FEB 1, 2019    IN BOSTON, MA
FEB 7-8, 2019    IN PITTSBURGH, PA
FEB 11-12, 2019    IN CHICAGO, IL
FEB 11-12, 2019    IN TULSA, OK
FEB 11-12, 2019    IN DES MOINES, IA
FEB 11-12, 2019    IN CALGARY, AB
FEB 21-22, 2019    IN COSTA MESA, CA
FEB 25-26, 2019    IN BALTIMORE, MD
MAR 4-5, 2019    IN HOUSTON, TX
MAR 7-8, 2019    IN GREENSBORO, NC
MAR 7-8, 2019    IN HARTFORD, CT
MAR 18-19, 2019    IN PORTLAND , OR
MAR 28-29, 2019    IN MINNEAPOLIS, MN
APR 1-2, 2019    IN SCOTTSDALE, AZ
APR 4-5, 2019    IN DALLAS, TX
APR 8-9, 2019    IN CINCINNATI, OH
APR 11-12, 2019    IN BOISE, ID
APR 15-16, 2019    IN INDIANAPOLIS, IN
APR 25-26, 2019    IN ATLANTA, GA
APR 25-26, 2019    IN DEARBORN, MI
APR 29-30, 2019    IN WASHINGTON, DC
MAY 6-7, 2019    IN COLUMBUS, OH
MAY 9-10, 2019    IN LOS ANGELES, CA
MAY 9-10, 2019    IN CALGARY, AB
MAY 9-10, 2019    IN BOSTON, MA
MAY 13-14, 2019    IN DENVER, CO
MAY 16-17, 2019    IN HOUSTON, TX
MAY 20-21, 2019    IN SEATTLE, WA
JUN 6-7, 2019    IN DEARBORN, MI
JUN 10-11, 2019    IN DALLAS, TX
JUN 20-21, 2019    IN KANSAS CITY, MO
JUL 11-12, 2019    IN WASHINGTON, DC
JUL 15-16, 2019    IN HOUSTON, TX
JUL 18-19, 2019    IN CINCINNATI, OH
JUL 22-23, 2019    IN SAN FRANCISCO, CA
JUL 29-30, 2019    IN HARTFORD, CT
JUL 30-31, 2019    IN DEARBORN, MI
AUG 1-2, 2019    IN COSTA MESA, CA
AUG 8-9, 2019    IN CALGARY, AB
AUG 12-13, 2019    IN BOSTON, MA
AUG 19-20, 2019    IN SAN ANTONIO, TX
AUG 19-20, 2019    IN PITTSBURGH, PA
AUG 22-23, 2019    IN CHICAGO, IL
AUG 26-27, 2019    IN LAS VEGAS, NV
SEP 23-24, 2019    IN DALLAS, TX
OCT 3-4, 2019    IN WASHINGTON, DC
OCT 3-4, 2019    IN KANSAS CITY, MO
OCT 7-8, 2019    IN DENVER, CO
OCT 7-8, 2019    IN LOS ANGELES, CA
OCT 10-11, 2019    IN HARTFORD, CT
OCT 21-22, 2019    IN MIAMI, FL
OCT 21-22, 2019    IN BALTIMORE, MD
OCT 28-29, 2019    IN SEATTLE, WA
NOV 7-8, 2019    IN COLUMBUS, OH
NOV 14-15, 2019    IN COSTA MESA, CA
NOV 18-19, 2019    IN MONTREAL, QC
NOV 21-22, 2019    IN INDIANAPOLIS, IN
DEC 12-13, 2019    IN PITTSBURGH, PA
DEC 12-13, 2019    IN CINCINNATI, OH
DEC 12-13, 2019    IN CHICAGO, IL
DEC 19-20, 2019    IN HOUSTON, TX