The Negotiating Game: How to Get What You Want

This book does not present a "foolproof" way to negotiate. Instead it disects the negotiation process giving you an understanding of why negotiators act as they do, how you can control the negotiation and how to present your information to your advantage. If you want to learn how to negotiate and are willing to spend time thinking about what is being taught, this book is the best.

In this book Dr Karrass is discussing the principles of negotiating. There many things to take into account other than just power, even though power is obviously the most important single factor. Topics include the results of some experiments in negotiation, analysis of factors like who makes the concessions first, the role of motivation and sef-esteem, the importance of preparation, sources of negotiating power, perceived power vs real power, basic principles and some special cases of power, etc. The author has obviously given much thought to what makes a good negotiator. I recommend all of his books highly, starting with this as an introduction.

This book is excellent and really gets to the heart of the very nature of negotion. It is both insightful, and practical. I reccomend this book strongly and give my compliments to Chester L. Karrass!

I initially started reading a 1970's version of the book while on vacation, but was unable to bring the book with me. The content is right on. I am pleased there is a new revised edition with modern day examples and analogies. I am purchasing several copies as gifts. I highly recommend it. For those shying away from the "self help" genre, make this an exception.

Mr. Karrass' years of experience provide an excellent and credible background. In combination with the tapes, he portrays real-life examples of how he discovers the true motivations behind a sellers' needs, helps the seller reach those needs, and get a better all-around deal for himself in the process. Mr. Karrass truly seeks to improve the deal for both parties involved.I highly recommend this book to everyone. The techniques apply to both personal and business life.