In Business as in Life - You Don't Get What You Deserve, You Get What You Negotiate

by Chester L. Karrass

"The Bible of Negotiation." That's what successful businesspeople say about this book. It is the most practical, sensible and useful book on negotiation ever written, bar none. There is good reason for this. It could only have been written by Dr. Karrass who is recognized as the leading expert in demonstrating how to successfully negotiate in any business. This book is based on Dr. Karrass' vast negotiating experience as well as his original research and consulting in every sector of the American economy including manufacturing, retail and service. He has developed customized programs and hands-on exercises for every industry from high-tech hardware and software to packaged goods, from engineering construction and design to chemicals and telecommunications. This book explains in clear, put-it-to-work terms, the strategies and techniques that lead to win-win agreements - agreements that get you what you want and leave the other side well satisfied in any negotiating situation.

Genres: Business, Self Help

490 pages, Kindle Edition

First published January 1, 2013

Reviews

[Andy Reeder · Rating 2 out of 5]

Though it is helpful with it’s thorough list of suggestions and tips for negotiating strategy, it is wordy and cumbersome as a read. It would be better used as a reference source when in the midst of negotiating for anything in business or personal life. It has many great tips and tricks to use, but much of it will not be able to be recalled in the moment. Though he tried to use many personal examples as an illustration for his point he is making, there is just so much information in the book to recall at the time of need. Again, it would be a great source for reference as needed but overall not a great read.

[James · Rating 4 out of 5]

Enjoyed It

Great advice and a great compliment to the Karrass Effective Negotiating class. Although, I’ve been reading this at night and this book is not meant to be read when you can barely stay awake.

[Margarida · Rating 4 out of 5]

Um bom livro para iniciar a aprendizagem sobre negociação. Um pouco desafiante sendo que a leitura não é muito fluída.
Mas com imenso detalhe.O desafio é lembrarmo-nos de tudo no fim.Diria que é um livro para se ir lendo.Não necessariamente todo de uma vez.

[Davy Bennett · Rating 4 out of 5]

This dude Karras once went 10 rounds with Jack Dempsey, then made him quit.
Chester 'the Verbal' Molester.

I am Lifetime C.P.M. Certified, so I know this stuff.

[Teri Temme · Rating 2 out of 5]

A little manipulative in my opinion. Having negotiated over 1,600 contracts I think I will stick with my approach :) Would probably give a person with no experience bad ideas!!!