“I thought the seminar was very useful. I've been using some techniques in my daily negotiations ever since. In fact, I thought the information was so valuable that I want to bring the KARRASS seminar In-House for our world-wide conference.”

John Copley,
Manager,
Commodity Purchases,
CORNING

KARRASS Effective Negotiating® Tip

Put Yourself in My Shoes
by Dr. Chester L. Karrass

When I’m negotiating, I like to get the party to visualize themselves in my position. This gets them more involved and better able to understand my concerns and viewpoint. They gain a clearer picture of my range of alternatives and my limitations. This goes a long way to helping us find a both-win agreement.

Do this tactfully and the other party suddenly becomes less sure of gaining my agreement. This puts some pressure on them to come up with better alternatives. It’s a nice way to tell them why I can’t agree.

Try it. Just say, “Put yourself in my shoes.” You will be pleasantly surprised at how this can help you find a shoe that will fit.

Remember, for as few as 12 people, KARRASS can present a private seminar at your facilities.

Tell your associates about the KARRASS Seminars which are held around the U.S. and in Mexico, Canada, Europe and Asia. KARRASS presents more than 800 public and private seminars every year. Our Corporate Program provides discounts when multiple people attend.

For more information, contact:

US Sales at 323-866-3800 or KARRASS Worldwide Sales in the UK at 44 1202 853210

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