“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

Quick Deals
by Dr. Chester L. Karrass

Quick negotiations are generally foolish negotiations.  However, if one party is well prepared for the “quickie” and the other party is not, the advantage lies with the person who is prepared.

My research and experiments confirmed that quick deals were extreme deals.  They were very good for one party and very bad for the other.  On balance, it was the skilled person who did well in the quick negotiations.

Mistakes are likely to happen whenever people don’t give themselves enough time to think or force themselves into a quick decision. 

1.  The person initiating the negotiation often has the advantage of surprise—if you are on the receiving end, slow it down until you have time to organize your thoughts.

2.  Important things are easily omitted in quick deals.  There is not enough time to think through possible outcomes or alternatives.

3.  There is pressure to be decisive and to close.  Resist this pressure until you are comfortable with your decision.

4.  Simple calculations become difficult under time pressure—mistakes are made.

5.  Misunderstandings lead to unintended negative consequences.

6.  There is no time to create Both-Win innovations that can lead to a better deal.

Don’t make a quick deal unless you have to.  There generally is more value in being prudent and allowing time to help guide the negotiation to a more optimal conclusion.

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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