Start with NO...The Negotiating Tools that the Pros Don't Want You to Know by Jim Camp

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Synopsis

Think win-win is the best way to make the deal? Think again. It’s the worst possible way to get the best deal. This is the dirty little secret of corporate America.

For years now, win-win has been the paradigm for business negotiation—the “fair” way for all concerned. But don’t believe it. Today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Have you ever heard someone on the other side of the table say, “Let’s team up on this, partner”? It all sounds so good, but these negotiators take their naive “partners” to the cleaners, deal after deal. Start with No shows you how they accomplish this. It shows you how such negotiations end up as win-lose. It exposes the scam for what it really is. And it guarantees that you’ll never be a victim again.

Win-win plays to your emotions. It takes advantage of your instinct and desire to make the deal. Start with No teaches you how to understand and control these emotions. It teaches you how to ignore the siren call of the final result, which you can’t really control, and how to focus instead on the activities and behavior that you can and must control in order to negotiate with the pros.

Start with No introduces a system of decision-based negotiation. Never again will you be out there on a wing and a prayer. Never again will you feel out of control. Never again will you compromise unnecessarily. Never again will you lose a negotiation.
The best negotiators:
* aren’t interested in “yes”—they prefer “no”
* never, ever rush to close, but always let the other side feel comfortable and secure
* are never needy; they take advantage of the other party’s neediness
* create a “blank slate” to ensure they ask questions and listen to the answers, to make sure they have no assumptions and expectations
* always have a mission and purpose that guides their decisions
* don’t send so much as an e-mail without an agenda for what they want to accomplish
* know the four “budgets” for themselves and for the other side: time, energy, money, and emotion
* never waste time with people who don’t really make the decision

Start with No offers a contrarian, counterintuitive system for negotiating any kind of deal in any kind of situation—the purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner. It is full of dozens of business as well as personal stories illustrating each point of the system. It will change your life as a negotiator. If you put to good use the principles and practices revealed here, you will become an immeasurably better negotiator.


From the Hardcover edition.
 

About Jim Camp

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Jim Camp is an internationally sought after negotiation coach and trainer, developer of the Coach2100„¢ technology, a proprietary, patient pending negotiation project management and training system, and author of NO: The Only Negotiating Strategy You Need for Work and Home(Crown), the revised and updated version of his previous critically acclaimed business book, Start with No. As president and founder of The Jim Camp Group, a negotiation training and management firm, Camp has coached individuals, companies, and governments worldwide through hundreds of negotiations that total more than 100 billion dollars per year. Camp is involved in hundreds of negotiations a year by means of his proprietary technology called Coach2100.com, a fully secure, interactive, virtual environment where Camp-trained coaches evaluate, train, communicate with, and coach clients, and where they manage their negotiations in real time. Camp and his team are currently coaching more than 37 billion dollars in negotiations. This technology enables Camp's clients to conduct negotiations anywhere in the world, fully supported by Camp-trained coaches, and achieve the kind of dramatic results that no other negotiator has duplicated.
 
Published December 7, 2011 by Crown Business. 287 pages
Genres: Business & Economics. Non-fiction

Unrated Critic Reviews for Start with NO...The Negotiating Tools that the Pros Don't Want You to Know

Publishers Weekly

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Negotiation coach Camp has been under the radar since 1989, helping clients reach deals at Motorola, Merrill Lynch and IBM.

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BC Books

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Now he also teaches his famous model at Camp Negotiation Institute, which offers credentialed skill courses to organizations and individuals who wish to develop professional negotiation skills.

Sep 29 2011 | Read Full Review of Start with NO...The Negotiati...

BC Books

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Camp’s “No” model is the opposite of collective bargaining, win-win, and “getting to yes.” He says all of these systems are obsolete in today’s cutthroat global business environment, because they’re based on a flawed premise — trying to please the other side — rather than on a structured system b...

Sep 29 2011 | Read Full Review of Start with NO...The Negotiati...

BC Books

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While listening to the "You Must Read This" segment on NPR, in which impassioned writers recommend a new or old book that rocked their world, I got to thinking about all the business books I've read over the years.

Sep 29 2011 | Read Full Review of Start with NO...The Negotiati...

Seattle PI

(Clever!) And we learn how to create a mission and purpose - or what we want out of the deal - that's framed in our adversary's world, so that by eventually saying "yes" to want we want, they will see that it offers benefits for them, solves their problem, and makes the best sense.

Sep 29 2011 | Read Full Review of Start with NO...The Negotiati...

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