An introductory guide to the KARRASS negotiation philosophy. See if you have the right traits for an effective negotiator!

1. Assess Your
Negotiation Profile
An Introduction to the
KARRASS Approach
KARRASS, Ltd.
Effective Negotiating Seminars
www.karrass.com - www.facebook.com/KarrassNegotiating

2. a difficult job
that requires a DIVERSE SKILL SET.
Negotiation:
The process of negotiating demands:
• Good Business Judgment
• A Keen Understanding of Human Nature

3. “I know of no other area in business where the
alchemy of
power, persuasion, economics, motivation, and
organizational pressure come together in so
concentrated a fashion in so narrow a time
frame.”
- Dr. Chester L. Karrass
For businesspeople who can’t afford to leave
money on the table, effective negotiation skills
directly affect ROI potential!

4. 13 Traits for An
Effective Negotiator
Adapted from
“In Business As In Life, You Don’t Get What
You Deserve, You Get What You Negotiate”
By Dr. Chester L. Karrass

5. Personal Style
1. A Logical Mind. The ability to present his or her
position in terms of principles that can be easily
communicated.
Abraham Lincoln once said of another politician:
“He can compress the most words into the
smallest ideas of any man I’ve ever met.”
That man was probably not a good negotiator
2. A Dedication to Preparation and Detail
3. The Courage to Cope with Reasonable Risk.
4. Self-confidence. Knowledge of the issues to be
discussed; understanding of the product or service;
belief in the negotiation’s intended goal and path to
achieve it.

6. Approach to Negotiation
5. Hard work and stamina. Lazy people make
poor negotiators.
6. Patience and willingness to let the situation
evolve.
7. The ability to live with ambiguity for long periods
of time. Things are rarely black and white in
negotiation.
8. Persistence and a refusal to give up in the face
of opposition.

7. Working with Others
9. Ability and willingness to become involved with
the other party. Engaging the other party on a
personal level helps reveal hidden “Iceberg”
factors below the surface.
10. Attention to others. Ability to listen and focus on
the other party lets them know you value their
opinion.
11. Tolerance of disagreement and confrontation.
12. Good Judgment. “Good judgment comes from
a lot of experience…a lot of experience comes
from bad judgment.”

8. The KARRASS Difference
13. A BOTH-WINAPPROACH TO NEGOTIATION.
Effective negotiators know that negotiation should
not be a battle. A successful negotiation does not
happen when one party gets everything at the
expense of another.
For over 40 years, KARRASS has trained businesspeople to
find both-win scenarios during negotiation.
At public seminars across the globe, and in-house at many
of the Fortune 500 companies, KARRASS allows decision-
makers to learn and practice the skills needed for strong,
lasting deals.
LET US SHOW YOU HOW…

9. Join Our Community of Effective
Negotiators
Public Seminars:
 www.karrass.com/seminars
In-House Seminars (customized for your industry):
 www.karrass.com/in-house
Social Media:
 www.facebook.com/karrassnegotiating
 www.twitter.com/NegotiationPro
 www.linkedin.com/company/karrass
GIVE US A CALL! Our representatives will answer your questions and
discuss group discount rates.
 1-323-866-3800