“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

Resist Like Water
by Dr. Chester L. Karrass

The Chinese have a saying, “It is well to resist like water.”  When water is put under pressure or suddenly made to flow into unfamiliar channels, it falls back.  Then, in its own good time, it seeps and creeps back into position, first slowly and then with greater strength reaching its level.

In the face of strong opposition, a negotiator is wise to resist like water; fall back, listen, think, and move forward slowly.

Invest the time to understand the position that is being taken and evaluate ways you can effectively modify the other party’s stated expectations.  Create alternatives that can be introduced into the negotiation and determine where your best opportunity for success lies.

Don’t forget that “satisfaction” is the true measurement of success and part of this “satisfaction measurement” is the negotiation process itself.  In the face of an aggressive negotiator don’t make it a contest.  The more time you take, the better you will understand the situation; the more likely you will be able to create a mutual satisfying agreement. 

When you encounter an aggressive negotiator don’t just give in to their demands.  Don’t escalate the negotiation into a fight.  Resist—but resist like water.

Remember, for as few as 12 people, KARRASS can present private sales seminars at your facilities.
Tell your associates about the KARRASS Negotiating 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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