Draft:Chester Karrass

Chester L. Karrass (born June 14, 1923) is an American author and consultant known for his work in the field of negotiation. He has contributed to the development of negotiation as a business skill through his writing and training programs.

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.

Career
After working as a negotiator for Hughes Aircraft Company, Karrass founded Karrass Negotiating in 1968. 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).

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.

Influence
Karrass's ideas have been cited in various books on business strategy and negotiation. His work has also been referenced in fields beyond business, including personal relationships and leadership.