“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

A Value Creation Message
by Dr. Chester L. Karrass

Both-Win negotiating is a value creation process. I find that opportunities to create more Both-Win negotiations increase dramatically with just a little pre-planning.

Mr. James Sauerwein, one of our senior seminar leaders, recently shared this announcement message with me. It contains an important message for sellers and buyers, and is equally appropriate if you are promoting an idea or concept to a client or co-worker.

Here’s the message:

“Dear Salespeople,

Thank you for calling on us. We realize that without your support we could not be successful.

In preparing for your future sales calls, please be prepared to observe the following:

Teach us something,

Show us something new,

Help us earn a profit for our company,

OR, Please do not call on us.

It is not necessary to call on us only for the purpose of staying visible. We consider the time we spend with you as an Investment, so each sales call should include specific, prepared values for our company.

Thank you, and welcome.”

If you really want to build better Both-Win agreements, regardless of what you are negotiating, try to spend some pre-planning time thinking about what value you can add in the process.

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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