“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

Put Yourself in My Shoes
by Dr. Chester L. Karrass

When I'm negotiating, I like to get the party to visualize themselves in my position. This gets them more involved and better able to understand my concerns and viewpoint. They gain a clearer picture of my range of alternatives and my limitations. This goes a long way to helping us find a both-win agreement during a negotiation.

Do this tactfully and the other party suddenly becomes less sure of gaining my agreement. This puts some pressure on them to come up with better alternatives. It's a nice way to tell them why I can't agree.

Try it. Just say, "Put yourself in my shoes." You will be pleasantly surprised at how this can help you find a shoe that will fit.

For more information, contact:

US Sales at 323-866-3800 or KARRASS Worldwide Sales in the UK at 44 1202 853210

© 2008 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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