Draft:Chester Karrass
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Comment: You are using his own articles to "prove" notability, that does not work. They must be mainly statements by others. The article also contains far too much bragging WP:PEACOCK without verification. Ldm1954 (talk) 09:51, 3 February 2024 (UTC)
Chester L. Karrass (born June 14, 1923) is an American author and consultant known for his work in the field of negotiation.[1] He has contributed to the development of negotiation as a business skill through his writing and training programs.[2]
Early life and education
Karrass was born in Brooklyn, New York. He earned degrees in engineering and business from the University of Colorado and a master's degree in business from Columbia University. In 1969, he completed a doctorate at the University of Southern California, focusing on negotiator skill and power.[3]
Career
After working as a negotiator for Hughes Aircraft Company, Karrass founded Karrass Negotiating in 1968.[4] The company offers training programs aimed at improving negotiation skills for business professionals. Karrass has authored several books on negotiation, including "The Negotiating Game" (1970) and "Give and Take: The Complete Guide to Negotiating Strategies and Tactics" (1974).[5]
Contributions to negotiation theory
Karrass's research in the late 1960s examined bargaining behavior in business settings. His work suggested that negotiators with higher expectations tend to achieve better outcomes.[6]
Influence
Karrass's ideas have been cited in various books on business strategy and negotiation.[7][8] His work has also been referenced in fields beyond business, including personal relationships and leadership.[9]
References
- ^ Movius, Hal (2008). "The Effectiveness of Negotiation Training". Negotiation Journal. 24 (4): 509–531. doi:10.1111/j.1571-9979.2008.00201.x.
- ^ Gabehart, Scott (1997). The Upstart Guide to Buying, Valuing, and Selling Your Business. Dearborn Trade Publishing. p. 143. ISBN 9781574100877.
- ^ Karrass, Chester L. (1969). A Study of the Relationship of Negotiator Skill and Power as Determinants of Negotiation Outcome (Thesis). University of Southern California.
- ^ "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.
- ^ 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.
- ^ Cohen, William (2010). Heroic Leadership: Leading with Integrity and Honor. John Wiley & Sons. p. 153. ISBN 9780470405017.
- ^ Wherry, Frederick F. (2015). The SAGE Encyclopedia of Economics and Society. SAGE Publications. p. 183. ISBN 9781452217970.