Karrass' Principles of Negotiation

Karrass' Principles of Negotiation emphasize preparation, understanding interests rather than positions, and building rapport. Key ideas include knowing your goals and limits, listening actively, and seeking mutually beneficial solutions. It underscores that negotiations are a collaborative process where flexibility, patience, and clear communication lead to better outcomes. Recognizing the other party’s needs and maintaining professionalism help foster trust. Ultimately, successful negotiation is about creating agreements that satisfy both sides, rather than winning at the expense of the other.