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)
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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.
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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.