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Dr. Chester L. Karrass brings extensive experience, advanced academic credentials in negotiation techniques, and over 35 years experience in seminar delivery 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, and spent three years conducting advanced research and experimentation in negotiation techniques before earning his Doctorate from the University of Southern California.
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 Making Careful ConcessionsIn most negotiations, both sides move from their original positions. Each side compromises by making some concessions to reach an agreement. Careful concessions help guide you towards a mutually satisfying agreement. Here are a few things I try to keep in mind when making concessions: Managing ConcessionsHow a person responds to a concession can be affected by the concession itself. For example, if one party makes a large concession, instead of being satisfied, the other party often reacts by making greater demands. The Negotiating Tactic Of Yelling And ScreamingSome people get their way by deliberately yelling and screaming. It’s a negotiating tactic. Buyer's Viewpoint of The BogeyI hope you remember the discussions we had during our negotiation seminar about the "Bogey." I created this negotiating term after conducting my initial research into negotiating. I use this label to describe a simple negotiation skill that really works. All you have to do is try it a few times to prove this to yourself. Negotiating SpaceToday you will probably negotiate with someone – unless you live on a deserted island. Leaving Room To NegotiateToday you and I will negotiate with someone. Everyone does. Everyday. The year will bring you many, many negotiations! Breaking An ImpasseYou did everything right, yet you find yourself at a negotiating impasse with the other party. What do you do? Partnerships, Alliances and Joint VenturesIn this age of partnerships, alliances, and joint ventures, the need for skilled negotiators is more important than ever. Non-Negotiatble PositionsNonnegotiable positions are an inevitable part of business negotiations. You will find yourself on both sides of them. Nonnegotiable positions are inherently neither good or bad. However, when a person encounters a nonnegotiable stand for the first time, the common reaction is to get angry and lash back. Quick Deals In NegotiationsQuick negotiations are generally foolish negotiations. However, if one party is well prepared for the “quickie” and the other party is not, the advantage lies with the person who is prepared.
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