Chester Karrass

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The most successful negotiation seminar in the United States was created and designed by Dr. Chester L. Karrass. Dr. Karrass has combined extensive experience, advanced academic credentials in negotiation techniques, and over 45 years' experience in seminar delivery into a negotiating arsenal no other negotiator in the country can match. 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 in Business, and spent three years conducting advanced research and experimentation in negotiation techniques before earning his Doctorate from the University of Southern California. He then returned to Hughes as a negotiation consultant.

In 1968, Dr. Karrass used his research and experience to develop Effective Negotiating®. This powerful, pioneering seminar was designed to help businesspeople master the strategies, tactics, and psychological insights of negotiating.

Dr. Karrass began these seminars at a time when most business executives and professionals did not realize how much negotiation was a part of their daily business lives. Today, more than 1,000,000 professionals, including salespeople, buyers, corporate leaders, managers, engineers, financial officers, CEOs, and international businesspeople have attended Dr. Karrass's Effective Negotiating® seminar. Many of these participants have attended the Effective Negotiating® seminar In-House at their companies, and most of the Fortune 500 corporations currently license the KARRASS program. Dr. Karrass has authored many books on negotiation, including The Negotiating Game, Give and Take, In Business as in Life – You Don't Get What You Deserve You Get What You Negotiate, and most recently Negotiating Effectively Within Your Own Organization – Gain Acceptance for Your Ideas, Connect With Others and Resolve Differences Creatively. They are all best sellers in their field.

The Effective Negotiating® Seminar is packed with the strategies, techniques, tactics, tips, and skills that Dr. Karrass learned, practiced, and tested over the past three decades. He designed the seminar program to be practical, hard-hitting, and immediately useful.


Courses Taught

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