“ I thoroughly enjoyed the seminar and thought it was beneficial for the organisation. We have already started to leverage some of your tactics in our business and are confident to see positive impact on sales and profitability before long. Thank you for your good work. ”

Frank Schrick,
Sales Director,
Robert Bosch GmbH

The KARRASS Story

The most successful negotiation seminar in the United States was created and designed by Dr. Chester L. Karrass. Dr. 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 organisation. 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. 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 800,000 professionals, including salespeople, buyers, corporate leaders, managers, engineers, financial officers, C.E.O.s, and international business people have attended Dr. Karrass' Effective Negotiating® seminar. Many of these participants have attended the Effective Negotiating® seminar in-company at their companies, and more than half of the Fortune 500 corporations currently licence the Karrass programme. Dr. Karrass is the author of four books on negotiation, including ‘The Negotiating Game’, ‘Give and Take’ and ‘In Business as in Life – You Don't Get What You Deserve You Get What You Negotiate’. They are all best sellers in their field.

Effective Negotiating® is a world of power with many options.

KARRASS seminars are presented regularly in over 65 North American cities, including Canada and Mexico, plus another 17 cities worldwide.

The following list of training options will help you maximise the value from this world famous negotiating workshop:

KARRASS Effective Negotiating® is packed with strategies, techniques, tactics, tips, and skills practiced and tested over the past three decades. The programme is designed to be practical, hard-hitting, and to produce real financial dividends. KARRASS course leaders are carefully selected for their experience and skill, and specially trained for leading, teaching, discussing, motivating, and making the seminars as enjoyable as they are educational.

Over 800,000 executives have already attended the most widely used negotiating workshop in the world. Effective Negotiating® is currently running in over half of the Fortune 500 organizations, including GM, DuPont, Bechtel, TI, Roadway, GE, IBM, FedEx, Xerox, ITT, Mobil, and the United States Department of Defense. Each of these companies has successfully trained thousands of salespeople, purchasing agents, contract personnel, and managers through the KARRASS system.

KARRASS Effective Negotiating® II - The Follow-on Program builds on the material learned in Effective Negotiating®. Through the Effective Negotiating® II programme, you will learn how to make more creative deals that bring greater value to both parties. You will discover the major stages that every negotiation moves through, learn how to prepare and strategise for each stage, be prepared to deal with the other party's pressure tactics, understand how to maintain the initiative at the stage where many negotiations break down, and learn how and when to move into a Win-Win mode of negotiation. KARRASS Effective Negotiating® is a prerequisite for this course.

KARRASS Effective Sales Negotiating is a negotiating workshop designed to help sales and marketing personnel make more successful agreements and achieve greater customer satisfaction in the process. This seminar is presented on an In-Company basis only.

KARRASS China Insight Workshop China - the land of opportunity - but only for those who know how to walk through the maze. If you are doing business in China or planning to do so, be better prepared for your next negotiation.

KARRASS Reserved Seat Programme gives you the flexibility your company needs to plan ahead. You can schedule the Effective Negotiating® programme on an annual pre-paid basis to best meet the training needs of your company. The Reserved Block Seat Plan affords you a full twelve months to decide where and when to send your staff, and allows your personnel to train near their home base, cutting down on expensive business travel and hotels. We'll help you administer your Block by providing updates indicating who has attended and in which city they attended.

KARRASS In-Company Programmes are available to your entire company or to specific departments. KARRASS consultants conduct interviews with your key personnel, and then customise the programme to address your specific needs. This focus helps attendees zero in on the issues confronting them. The techniques learned promote problem solving and team building. Practical and profitable tactics, techniques and skills are taught in a hard-hitting, fast-paced presentation that makes it fun to learn. You determine who will attend, and where the workshop will take place. You may schedule it any time during the year, during the week, or on weekends.

KARRASS Train Your Own Trainer option is an effective way to train the most people at the most efficient cost, and has allowed leading organisations in every industry to make the Effective Negotiating® programme an ongoing part of their training through a licensing arrangement with KARRASS. Through this option the KARRASS consulting staff works closely with your company to adapt the workshop to fit specific needs, and then trains your personnel to present the workshop.

The KARRASS Speakers Bureau is perfect for your next Sales event or Organizational meeting, providing entertaining and informative speakers and short workshops designed to enhance business and personal lives.