In Business As In Life- You Don't Get What You Deserve, You Get What You Negotiate

by Chester L. Karrass

"The Bible of Negotiation." That's what successful businesspeople say about this book. It is the most practical, sensible and useful book on negotiation ever written, bar none. There is good reason for this. It could only have been written by Dr. Karrass who is recognized as the leading expert in demonstrating how to successfully negotiate in any business. This book is based on Dr. Harrass' vast negotiating experience as well as his original research and consulting in every sector of the American economy including manufacturing, retail and service. He has developed customized programs and hands-on exercises for every industry from high-tech hardware and software to packaged goods, from engineering construction and design to chemicals and telecommunications. This book explains in clear, put-it-to-work terms, the strategies and techniques that lead to win-win agreements - agreements that get you what you want and leave the other side well satisfied in any negotiating situation.

Genres: Business, Leadership

436 pages, Hardcover

First published January 1, 1996

Reviews

[Celine · Rating 5 out of 5]

This books seemed to cover every aspect of negotiation seen from both sides in detail with many real life or historical or annecdotal examples. Can you read it in one go? Probably not. I read a few chapters, took notes, read a few more the next day and so in. I had lots of 'ahhh' moments or passages that I could relate back to situations I had been in or witnessed. My notes will come in very handy for any future negotiations. Be it for business or pleasure.

[Lori Grant · Rating 4 out of 5]

A should-read book on negotiation which will be required of you as your move up the corporate ladder or start your own businesss.

[Christopher · Rating 5 out of 5]

One of the best books I’ve read on the subject. Years ago I used to see adverts for Dr. Karrass’s courses all the time appearing in magazine leaflets (probably while flying, in those standard Pilot Mall zines), so I was always curious about what he had to offer – especially since the subject matter is something I felt I could use some work on.

I will say that I was quite skeptical of the heavily used (formal) title of ‘doctor’ at first – since in my experience, this is mostly used to blow smoke up the butt of a theoretician – rather than a true practitioner. However, after reading through the case studies Karrass has garnered through his many life & business experiences, it’s apparent that he is a skin-in-the-game practitioner to the nth degree (and someone it would be wise to keep an open ear to).

[Matt Gwynn · Rating 3 out of 5]

This was a helpful read that helped me to consider negotiation skills that I have never put into practice. However, I found it to be difficult to stay engaged. It seemed long-winded and the author author included way too many lists that were way too long.

[Aaron · Rating 5 out of 5]

Loved the detailed write up then chapter checklist. Also negotiate for the win win is key.

[Justin · Rating 3 out of 5]

Just like all business books, it’s 20 pages of information spread out and repeated over and over again across 400+ pages.

[John Piotrowski · Rating 4 out of 5]

After 2.5 years, finally finished. A bit dated, but a comprehensive book about negotiating.

[David Schlabach · Rating 4 out of 5]

Read it for work years. A helpful tool

[Bryan · Rating 2 out of 5]

There are tactics and strategies in this book that really will help you to become a better negotiator, and to understand the art of negotiation. So for that, this book gets two stars only. It was too detailed for my taste, he spent alot of time on things which were very obvious. I read the whole book twice. And there really is not a whole lot that sticks out to me.

[Chase Packer · Rating 5 out of 5]

A Negotiation Bible

[thegradualday · Rating 5 out of 5]

Early in my career I had the great good fortune of attending the two-day Effective Negotiating seminar presented by Dr. Chester L. Karrass and his Center for Effective Negotiating. No other educational experience before or since has been as significant nor as useful in its practical application. I took home the books and audio from that seminar and added to my Karrass library over the years. More than textbooks, they are practical resources, timeless tools, indispensable in research and strategy planning. Much of the material became ingrained through use. I found myself in business situations instinctively reacting with the Karrass principles. They became a constant presence in my business dealings. I’ve recommended the seminar and the books to colleagues for years, irrespective of their title or career path.