“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

Posing Questions Without Hostility
by Dr. Chester L. Karrass

A negotiation cannot be conducted without questioning the other person’s presentation. You must probe into that person’s facts and assumptions.

I have found that some of the following phrases help reduce tension when a position is questioned:

• On the basis of your assumptions, I can understand your conclusion. However, have your considered..…?

• There is some information you may not have had available. Please consider ……

• Let’s look at it this way ……

• The difference between our points of view is not large, however ……

• I think your production manager may have led you in the wrong direction ……

The last one is very important. We can minimize the hostility created when a person is put into an awkward position by shifting the responsibility for errors and discrepancies to a third party such as a lawyer, accountant, production manager, another department, or someone no longer with the organization.

Hostility can also be relieved by finding as many common areas of agreement as possible. These are then incorporated into a position that emphasizes what both parties are for, rather than what they are against.

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

© 2005 KARRASS LTD. All rights reserved. Reproduction in any form without expressed written permission of KARRASS LTD. is prohibited. e-mail: mail@karrass.com
   

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