In 1996 Chester L. Karrass wrote what was then called “The Bible of Negotiation” In Business As in Life, You Don’t Get What You Deserve, You Get What You Negotiate.
While I meant no disrespect to the good doctor, over the many years I have been writing in this blog, I have not exactly been a fan of his zero-sum; there is a winner and a loser-approach to negotiations. Of course, I was not alone in my skepticism of his methods. In a memorable Spend Matters 2012 Friday Rant, Tom Finn’s assertion that “Chester Karrass Needs to Retire” was on the mark.
In the post, he wrote, “If you’re really lost and learn better through negative reinforcement, have your manager send you to a Karrass Negotiation seminar. At least you’ll know what collaboration isn’t.” As a side note to Tom Mills and Daniel Barnes, while I was a decent dissenter in my early years, the Spend Matters Friday Rants were another example of speaking truth to power. You should check it out.
Dr. Chester L. Karrass
I do not want to go into much more detail – after all, this post is not about the good doctor and the adversarial mindset he has championed all these years. Instead, in this new age of enlightenment and relationship building through open and honest dialogue, the question I am looking to answer is simply this: What is the best way to negotiate your salary, or for that matter, anything?
Feel free to share your thoughts in the comments below or on the corresponding LinkedIn post.
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Procurement Insights 
Tahj
April 5, 2023
Show your value and improvements achieved.
I think it helps to tailor your pitch/negotiation depending upon who is the decision maker.
piblogger
April 6, 2023
How much research should you do on the company to determine if they are a right fit for you before the interview? What questions should you ask the person interviewing you?
Tahj
April 6, 2023
I wouldn’t waste a ton of time until an offer is made. Let’s be honest, you can do all the research possible and won’t truly know the company environment and culture until you settle in months later.
Unless you have an insider you know and trust.
Just my 2 cents.
piblogger
April 6, 2023
Interesting. From my perspective, I would do as much research on a prospective employer before the interview for two reasons:
1. To determine if I would like to work for the company, and
2. To ask as many questions in the interview to determine if the projected company brand or image is aligned with reality.
For me, a job interview is a two-way street where they are trying to assess your fit with them, and you are trying to assess their fit with you. In a way, both sides are applying for a position.
Tahj
April 6, 2023
I get it and have done that. But, still depends.
There is still an unknown, do the due diligence (online reviews, research, contact your network, etc.)
Sometimes you do all the homework and it appears to line up. But, again you start working and really find out if all the research and HR recruiting pitch is really what the culture and environment is.
Data shows most folks are going to switch jobs multiple times in career.
Overall, I agree with you. This has just been my experience in some cases.
Great post!
piblogger
April 8, 2023
Excellent points – thank you for a thoughtful exchange on such an important topic.