Chester Karrass
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Chester Karrass | |
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| Born | June 14, 1923 Brooklyn, New York |
| Alma mater | University of Colorado |
| Occupation | Prominent figure |
Chester L. Karrass, born on June 14, 1923[1], is a prominent figure in the field of strategic negotiation.[2] He has played a significant role in reinvigorating the perception of negotiation as an essential skill[3][4], particularly through the development and dissemination of his Effective Negotiating® programs from the 1970s onwards. Karrass has contributed extensively to the literature on negotiation and entrepreneurship, authoring numerous influential works. He is also credited with the well-known adage, “In business, as in life, you don’t get what you deserve, you get what you negotiate.”[5]
Education and Early Career
Chester L. Karrass was born and raised in Brooklyn, New York. He pursued higher education at the University of Colorado, where he obtained degrees in both engineering and business. His academic journey continued at Columbia University, from which he received a master's degree in business. Subsequently, Karrass began his professional career as a negotiator within the Hughes organization. His academic endeavors culminated in 1965 when he was awarded the inaugural Howard Hughes Doctoral Fellowship Award in Business, leading to the completion of his doctorate at the University of Southern California.[6][7]
Career in Negotiation
Chester L. Karrass established Karrass Negotiating in 1968, leveraging his extensive research to develop the Effective Negotiating® programs. These programs are designed to enhance the negotiation skills of business professionals through the application of innovative strategies and techniques.[8] The initiative reflects Karrass's commitment to improving negotiation practices in the professional world.[9]
Innovative Approach to Business Negotiations
Karrass’s research into bargaining behavior in the late 1960s was part of a wave of new insights into applied behavior studies, including the Stanford Marshmallow Experiment into delayed gratification. Karrass adapted some of the social psychology studies of the time to business environments. In an investigation of how professionals’ bargain, he found that those with higher expectations came out of negotiations better, while those with lower expectations were more willing to settle for less.
Influence
Since the 1960s, Chester L. Karrass has been acknowledged as a pioneering figure in the field of negotiation. His concepts and methodologies have found applications across various facets of business negotiations and have extended their impact beyond traditional boundaries. Over the years, Karrass's work has received widespread recognition, with his theories and principles being extensively cited in literature on business strategy.
Influence in Business Negotiations
Influence Beyond Business
References
- ↑ "Page 1 in US, WWII Draft Registration Cards, 1940 - Fold3".
- ↑ "Winning in negotiation" (PDF).
- ↑ Movius, Hal (2008). "The Effectiveness of Negotiation Training". Negotiation Journal. 24 (4): 509–531. doi:10.1111/j.1571-9979.2008.00201.x. Retrieved 2024-02-01.
- ↑ Karrass, Chester L. (1969). A Study of the Relationship of Negotiator Skill and Power as Determinants of Negotiation Outcome (Thesis). University of Southern California. Retrieved 2024-02-01.
- ↑ "Negotiations". Wikiquote. Retrieved 2024-02-01.
- ↑ Edwin Darby (February 10, 1971). "Learn to Play 'The Negotiating Game' and Clobber Your Family and Friends". Honolulu Star-Bulletin. Chicago Sun-Times Special. p. 22.
- ↑ Karrass, Chester L. (1969). A Study of the Relationship of Negotiator Skill and Power as Determinants of Negotiation Outcome (Thesis). University of Southern California. Retrieved 2024-02-01.
- ↑ "KARRASS - Effective Negotiating Seminars". Training and Seminars. Retrieved 2024-02-01.
- ↑ "GIVE AND TAKE: The Complete Guide to Negotiating Strategies and Tactics". Kirkus Reviews. Retrieved 2024-02-01.
- ↑ Gabehart, Scott (1997). The Upstart Guide to Buying, Valuing, and Selling Your Business. Dearborn Trade Publishing. p. 143. ISBN 9781574100877. Retrieved 18 December 2023.
- ↑ Masters, Marick Francis; Albright, Robert R. (2002). The Complete Guide to Conflict Resolution in the Workplace. AMACOM. p. 114.
- ↑ Pittard, Gary (2016). Why Winners Win: What it Takes to be Successful in Business and Life. John Wiley & Sons. p. 114. ISBN 9780730334170.
- ↑ Evanova, Magdalena (2015). Upgrade your boyfriend: How to turn your boyfriend into the man of your dreams in seven simple steps. Jaborandi Publishing. p. 26. ISBN 9780992730499. Retrieved 18 December 2023.
- ↑ Cohen, William (2010). Heroic Leadership: Leading with Integrity and Hono. John Wiley & Sons. p. 153. ISBN 9780470405017. Retrieved 18 December 2023.
- ↑ Wherry, Frederick F. (2015). The SAGE Encyclopedia of Economics and Society. SAGE Publications. p. 183. ISBN 9781452217970. Retrieved 18 December 2023.
External links
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