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Give and Take: The Complete Guide to Negotiating Strategies and Tactics
by Chester L. Karrass
Description:
Give and Take is nothing less than an encyclopedia of negotiation for both business and personal life. Anyone who must negotiate can employ the techniques found here to great advantage whether the bargaining involves asking for a raise, hammering out a contract, selling goods and/or services, buying a house or a car, or resolving a conflict. These more than two hundred tactics and strategies arranged alphabetically represent the considerable knowledge and wisdom of Dr. Chester L. Karrass, the first and foremost modern student of negotiation. The Karrass organization gives almost one thousand seminars annually in North America, Europe, and Asia, making it the largest purveyor of negotiating training in the world. Forbes magazine describes the organization’s client list as “a breed apart”; at General Electric, renowned for its in-house training programs, 90 percent of employees who took Karrass’s course called it their most significant career training ever. In Give and Take readers learn how to break a deadlock, handle objections, ask better questions, use time as a bargaining ally, and zero in on the other side’s real goals. Readers also see the advantages and pitfalls of telephone negotiations and the vital need to set high aspirations. Not only that, Give and Take grapples with such emotional topics as how to handle irrational outbursts, how to deal with and deflect personal attacks (without derailing the negotiation), and how to win with kindness. In addition, the book warns against such devices as good cop/bad cop tactics, the bogey tactic, the hostage tactic, the escalation tactic, the “missing person” maneuver, phony offers, and spurious “take it or leave it” threats. Further points include the importance of planning ahead, gathering information, and making concessions that give away nothing. Give and Take is for anyone who wants to bring more power and knowledge to his or her everyday negotiations, both in business and in personal life. This is the one source for all the know-how needed.
About The Author
The most successful negotiation seminar in the United States was created and designed by Dr. Chester L. Karrass. Dr. Karrass has combined extensive experience, advanced academic credentials in negotiation techniques, and over 45 years’ experience in seminar delivery into a negotiating arsenal no other negotiator in the country can match. After earning an Engineering degree from the University of Colorado and a Masters in Business from Columbia University, Dr. Karrass became a negotiator for the Hughes organization. There he won the first Howard Hughes Doctoral Fellowship Award in Business, and spent three years conducting advanced research and experimentation in negotiation techniques before earning his Doctorate from the University of Southern California. He then returned to Hughes as a negotiation consultant.
In 1968, Dr. Karrass used his research and experience to develop Effective Negotiating®. This powerful, pioneering seminar was designed to help business people master the strategies, tactics, and psychological insights of negotiating.
Dr. Karrass began these seminars at a time when most business executives and professionals did not realize how much negotiation was a part of their daily business lives. Today, more than 1,000,000 professionals, including salespeople, buyers, corporate leaders, managers, engineers, financial officers, CEOs, and international business people have attended Dr. Karrass’s Effective Negotiating® seminar. Many of these participants have attended the Effective Negotiating® seminar In-House at their companies, and most of the Fortune 500 corporations currently license the Karrass program. Dr. Karrass has authored many books on negotiation, including The Negotiating Game, Give and Take, In Business as in Life You Don’t Get What You Deserve You Get What You Negotiate, and most recently Negotiating Effectively Within Your Own Organization Gain Acceptance for Your Ideas, Connect With Others and Resolve Differences Creatively. They are all best sellers in their field.
The Effective Negotiating® Seminar is packed with the strategies, techniques, tactics, tips, and skills that Dr. Karrass learned, practiced, and tested over the past three decades. He designed the seminar program to be practical, hard-hitting, and immediately useful.
Skryf Review
Good Book
A well crafted book, with information that excites.