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No: The Only Negotiating System You Need for Work and Home Hardcover – June 19, 2007


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Product Details

  • Hardcover: 288 pages
  • Publisher: Crown Business; 1 edition (June 19, 2007)
  • Language: English
  • ISBN-10: 0307345742
  • ISBN-13: 978-0307345745
  • Product Dimensions: 5.8 x 1 x 9.6 inches
  • Shipping Weight: 1 pounds
  • Average Customer Review: 4.4 out of 5 stars  See all reviews (24 customer reviews)
  • Amazon Best Sellers Rank: #326,802 in Books (See Top 100 in Books)

Editorial Reviews

From Publishers Weekly

Negotiating expert Jim Camp teaches his readers how to be less emotional and close more deals—whether job interviews or sales—in this useful, occasionally hyperbolic guide. "The 'No' system is not just contrarian," he promises in the introduction. "It creates an entirely new paradigm for negotiation—one that makes common sense, then intellectual sense, then practical sense in your life and work." He also warns against popular compromise-based negotiating: "If you're a devotee of required compromise and endless assumption, there are many businesspeople—I'm one of them—who have you for lunch every day." Instead, he introduces a 12-chapter program on how to avoid neediness in a negotiation, how to develop a mission for your deal and vision for your overall business, how to find the real decision maker and use practical techniques like repeating the crux of your negotiation three times. He's most insightful about not letting desire get the best of you and the power of silence; the mission and vision sections are more familiar. Sometimes negotiation slips into manipulation, as when the author steers his wife toward buying a boat by convincing her that the purchase was her idea. Still, many of his tactics clearly work. (May)
Copyright © Reed Business Information, a division of Reed Elsevier Inc. All rights reserved.

About the Author

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.

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Customer Reviews

This book can be applied in all facets of ones life.
Tsepo
Seriously now, this book opens in Chapter 1 with a phenomenal concept that I've never seen fleshed out so well in a negotiations book.
Tom Carpenter
Very happy to have this book in my phone for reading and re-reading!
K. Peterson

Most Helpful Customer Reviews

53 of 54 people found the following review helpful By Tom Carpenter VINE VOICE on February 1, 2008
Format: Hardcover
Sorry, I couldn't resist. Seriously now, this book opens in Chapter 1 with a phenomenal concept that I've never seen fleshed out so well in a negotiations book. That concept is "neediness". More importantly, understanding that neediness is a state of longing for or desiring something that you don't actually need in most cases and then rooting this out of your thinking in relation to the negotiation process. When you don't feel needy, it's easier to say no.

Also, the book points out how the other party's neediness can be played to your advantage. Watch for signs of this like not wanting to end the discussion, giving more information than is needed when answering questions, being overly enthusiastic, etc.

From here the book moves on to typical concepts covered in negotiation books and differs little from the rest of the pool. However, the first chapter and a few nuggets throughout the book make it well work the reading if you are involved in negotiations of any kind.
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46 of 47 people found the following review helpful By Blake on October 18, 2011
Format: Hardcover Verified Purchase
Jim Camp's philosophy on negotiating is very refreshing and indeed liberating. Coming from a sales background where management wants EVERY sales person to win EVERY sale, Jim's mindset of 'No, you do NOT need to win this particular sale' (contract, order, argument, vote, or other negotiation) is far more realistic and honest, and puts you at an advantage. The truth of the matter is you will not 'win every time' and believing you need to only creates neediness, which lessens the likelihood of success in the short-term, and cripples your effectiveness in the long-term.

The mindset Jim shares is in this book is outstanding. It's contrarian, honest, compelling and different from anything I've ever read or heard on negotiation. Jim also talks (at a high level) about key aspects of his 'complete system', sharing a portion of his philosophy with stories and examples. He also shares a limited set of tools from his 'complete system'.

Now here are two things that really disappointed me:

1. Throughout the book the author keeps mentioning his 'complete system' for negotiating, but then never reveals it in its entirety. He only teases you with pieces of it. In the beginning of the book he gets the reader engaged, and excited about the refreshingly new content, and succeeds in making you want more. But then he does not give you all that you need to know. Rather, he makes mention over and over again about how coaching students receive his 'complete system' with the full check-list, tools and all the other details for how to really negotiate successfully.

2. While this book serves as a nice introduction to what the author teaches, in reality it is a teaser to get you interested and wanting to learn more.
Read more ›
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24 of 25 people found the following review helpful By David D. on July 5, 2007
Format: Hardcover
How many precious hours have you spent reading about _becoming_ a better negotiator? And after all of that, how confident are you that you are on the track to _being_ a better negotiator? Jim Camp's "No" puts that track clearly in front of you with an accessible presentation of Camp's "Systematic Decision-Based Negotiation."

Where others tell good stories and leave the reader at a loss for how to replicate success, Jim Camp provides a few honest principles and has developed low-risk excercises for how to implement those principles in your life. Make no mistake - The effort and discipline required to work through Camp's excercises and to turn his principles into habits are significant.

What reward could possibly be worth the effort? Every book on negotiation tells you how important it is to prepare. Camp helps you learn HOW to prepare so you can feel in control in every negotiation. Imagine that... And imagine using these skills to continually improve relations in all aspects of your life.

For those who read Camp's "Start With No," this new volume represents a maturation of the earlier work. You will find clear prose, helpful exercises for stepping into Camp's System, new case studies, and that many rules have been further distilled into core principles.
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14 of 15 people found the following review helpful By Warren Whitlock on August 11, 2007
Format: Hardcover
I just ordered "No: The Only Negotiating System You Need for Work and Home" after seeing ads and reviews and Camp's StartWithNo.com web site.

The web site offered a "10 Tips" download which I promptly downloaded because I like to study contrarian approaches. All ten were useful, but it's the first one that validated why I know I'm going to love reading "No: The Only Negotiating System You Need for Work and Home"

-- Never begin by asking them to say yes and agree. --

Wow. I've been struggling for years with advice from other gurus suggesting that I change my style this from this. It just is so natural to me. Next time I negotiate, I'm going to be a lot more at ease knowing I've got Jim Camp's advice on my side.

If you're tired of doing the reasonable thing (Another excellent book.. "Be Unreasonable" by Paul Lemberg), look for unconventional thinkers like Jim Camp, Tim Ferris(4 Hour Work Week), Ben Mack(Think Two Products Ahead).

There are still some new tricks us for us old dogs to learn.
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