Negotiating Game Rev (Paperback)

by Chester L. Karrass (Author) "ONCE UPON A TIME there was a bear who was hungry and a man who was cold, so they decided to negotiate in a neutral..." (more)
Key Phrases: unskilled negotiators, share bargaining, more power than you think, Los Angeles, United States, Rank Weight (more...)

Editorial Reviews

Product Description
In Business, You Don't Get What You
Deserve, You Get What You Negotiate.Now more than ever, successful people are turning to Karrass and The Negotiating Game. Chester L. Karrass is the leader in the field of negotiation, and more than 260 of the Fortine 500 license the Karrass program.The Negotiating Game will teach you to:

• recognize that you have more power than you think -- in every negotiation
• determine the right price and terms at which to sell, and when to close with any customer
• persuade others to work with you, rather than against you
• set and meet budgets
• complete and administer contracts effectively
• work on and solve problems with people in your organization
• deal effeciently with service people
• avoid or, if necessary, break impasses

About the Author
Dr. Chester L. Karrass is chairman of Karrass, the largest negotiating training organization in the world. He is the author of two other books, Give and Both Win Management.

Product Details

• Paperback: 272 pages
• Publisher: Harper Paperbacks (October 7, 1994)
• Language: English
• ISBN-10: 0887307094
• ISBN-13: 978-0887307096
• Product Dimensions: 8 x 5.3 x 0.7 inches
• Shipping Weight: 7.8 ounces (View shipping rates and policies)
• Average Customer Review: 4.4 out of 5 stars See all reviews (7 customer reviews)
• Amazon.com Sales Rank: #244,702 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

17 of 20 people found the following review helpful:

5.0 out of 5 stars Excellent methods to negotiating a win-win situation!, May 7, 1999

By	Bob Moorehead (United States) - See all my reviews (REAL NAME)

Mr. Karrass' years of experience provide an excellent and credible background. In combination with the tapes, he portrays real-life examples of how he discovers the true motivations behind a sellers' needs, helps the seller reach those needs, and get a better all-around deal for himself in the process. Mr. Karrass truly seeks to improve the deal for both parties involved.

I highly recommend this book to everyone. The techniques apply to both personal and business life.

11 of 15 people found the following review helpful:

5.0 out of 5 stars The Negotiating Game, December 11, 1999

By A Customer

I initially started reading a 1970's version of the book while on vacation, but was unable to bring the book with me. The content is right on. I am pleased there is a new revised edition with modern day examples and analogies. I am purchasing several copies as gifts. I highly recommend it. For those shying away from the "self help" genre, make this an exception.

6 of 8 people found the following review helpful:

2.0 out of 5 stars Boring and Not Useful, March 9, 2006

By	Jeffrey Purvin (San Francisco, CA) - See all my reviews (REAL NAME)

I am the CEO of a medical device company. I've bought and sold scores of companies, products and licenses. While I've done an awful lot of negotiating, I always want to learn how to do it better.

Unfortunately, this book didn't help me very much.

The book is extremely boring. It goes on an on, yet never lays out a coherent negotiating strategy. Every 20 pages or so, it lays out a complex chart that is impossible to follow, let alone understand. It provides many negotiating examples. But, most of them involve Purchasing Departments or country-to-country foreign policy-related negotiations.

In an attempt to make credible points, the author often quotes negotiating "research." Many of the research designs he cites are so subjective and uncontrolled that no reputable business journal would want to report on them. It doesn't really matter though since most of the conclusions the author pulls from this "research" are very obvious. The few ideas from the research that sound genuinely new and intriquing are rarely developed adequately as the book meanders on.

In its favor, the book stresses the need to aim high when negotiating. That's great advice. The book also notes how confident people usually make the best negotiators. The book also made an inriguing point about negotiating with aggressive parties. You want to alternate between being tough and soft, not just one or the other. That's a great point and, in a rare moment of glory, the book does a very good job of developing this point.

However, if you're gearing up for a big negotiation and you want to get some useful negotiating advice beforehand, you won't get it from this book.

Jeff