In Business As In Life: You Don 'T Get What You Negotiate'

General

“In Business As In Life – You Don’t Get What You Deserve, You Get What You Negotiate.” Author: Chester L. Karrass, 426 pages. Publisher; Stanford St. Press, June 1996. ISBN 0-9652274-9-9.

Author

The Author of the book I chose to perform a critical book analysis on is Dr. Chester L. Karrass. Dr. Karras earned an Engineering degree from the University of Colorado, a Master in Business degree from Columbia University and earned his Doctorate degree from The University of Southern California. “After earning an Engineering degree from the University of Colorado and a Masters in Business from Columbia University, Dr. Karrass became a negotiator for the Hughes organization. There he won the first Howard Hughes Doctoral Fellowship Award,

This book’s main point is to emphasize that what one believes he or she deserves in a negotiation may be far off base of what the opposite party is willing to give. So to better position oneself in a negotiation, one should focus on building a foundation to negotiate on to give oneself the balance of power and the influence one will exert on the other. This is done by adopting a strategy. In Dr. Karrass’s “In Business As In Life – You Don’t Get What You Deserve, You Get What You Negotiate” part 1 of the book is titled “win-win strategies.” There are 10 focus areas which are 1) Learning to negotiate from other cultures. 2) Winning in negotiation. 3) The super-winners in business are always win-win negotiators. 4) Bargaining Power: Making the most of the power you have. 5) New Insights: what makes a good negotiator and a successful team? 6) The strategy of long-lasting relationships and partnership. 7) Setting reachable targets – “Ready – Fire – Aim”. 8) The strategy of taking on a firm price. 9) The strategy of defending your selling price, and lastly 10) The strategy of planning and

Karrass’s “In Business As In Life – You Don’t Get What You Deserve, You Get What You Negotiate”, is to become a master negotiator and enter a negotiation with a clear mind understanding that what one believes her or she deserves may not be what he or she gets or is entitled to. In my belief this is spot on in business and in life. As a Financial Advisor, I deal with all aspect of money. I have seen cases with regards to buying and selling a home, when one party doesn’t get what he or she believes they deserve for the home but rather get what they can negotiate for the home. Dr. Karrass understand that not everyone agrees with this statement and some believe “people are fundamentally fair and reasonable in their dealings”, however Dr. Karrass believes that to a point but understands that “despite this almost universal assertion of goodwill, there is all too often, a wide disparity between the satisfactions we deserve from our relationships and those we get” (Karrass,