“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

Satisfaction and Future Dissatisfaction
by Dr. Chester L. Karrass

Many years ago, the Russian writer Aleksandr Solzhenitsyn gave an interview to the Western press protesting the treatment of those in Russia who did not agree with Soviet internal policy.  What he said about the human spirit is relevant to your negotiations. This concept puts into focus the value people put on present satisfaction and future dissatisfaction.

“There is one psychological peculiarity in the human being that always strikes you: to shun even the slightest signs of trouble on the outer edge of your existence at times of well-being, when you are free of care; to try not to know about the sufferings; to yield in many situations, even important spiritual and central ones—as long as it prolongs one’s well-being.  It would be a good thing to show some endurance and courage somewhat before the critical hour—to sacrifice less, but a bit earlier.”

Most people prefer to postpone unpleasant conflicts.  They hope the problems will go away. A prudent negotiator will show more endurance and courage to address potential conflicts during their negotiations.  The consequence of not resolving these issues may be the dissatisfactions of a poor agreement later. Negotiators who understand this aspect of human spirit can negotiate more effectively because they will be willing to address unpleasant matters now, before they create even greater problems later.

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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