No: The Only Negotiating System You Need for Work and Home [Hardcover]

Jim Camp (Author)

Book Description

Release date: June 19, 2007

Jim Camp, the world’s #1 negotiating coach, shows how to release the emotional pressure that’s part of any negotiation by using his proven system of safe, decision-based negotiation that enables you to meet all your objectives without needless, wasted compromises or giveaways.

• Out of the blue your best customer demands a huge discount—or else he takes his business elsewhere.
• You think you finally have a buyer for your home, but then at the last minute she demands that you pay for new landscaping of the yard—or no deal. There are plenty of other properties for sale, and she says she’ll walk.
• Your son is having trouble in school, and you have to think about how to deal with his “my way or the highway” teacher.

When confronted with these—and innumerable other—day-to-day negotiating challenges at work and in your personal life, most people start to guess about how much they should give up in compromise to make the other side happy (“I’ll just meet them halfway, and we can put this problem to bed”).

Jim Camp has a better way for you to negotiate:

NO.

Saying “no” is not about being hard-nosed or intransigent. Rather, it stops everyone in their tracks, clears the air, and allows you to get at what the real issues are. It is a proven and an amazingly effective system that avoids unwarranted assumptions, needless compromises, and wild guesses, showing:

• How to stop being needy, banishing emotional responses such as “I must keep this customer’s business” or “I have to sell this house now,” and start focusing on what you can control—yourself
• Why in a negotiation the two worst things to hear are “yes” and “maybe”
• How to get to the heart of the issue through the art and science of asking great questions
• How to find out who the real “decider” is and stop negotiating with the unqualified

We live in a compromise- and assumption-based world, but Jim Camp flips conventional wisdom on its head and in the process makes you a more effective negotiator with clients, customers, spouses, kids, neighbors, and coworkers. Through Camp’s system you’ll find that “no” is just the start of the negotiation, not the end of it. With it, you’ll get everything you want and you’ll build solid relationships with those you negotiate with.

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.

See all Editorial Reviews

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 (View shipping rates and policies)
• Average Customer Review: 4.4 out of 5 stars  See all reviews (18 customer reviews)
• Amazon Best Sellers Rank: #52,082 in Books (See Top 100 in Books)
  • #51 in Books > Business & Investing > Management & Leadership > Negotiating

More About the Author

Discover books, learn about writers, read author blogs, and more.

Most Helpful Customer Reviews

49 of 50 people found the following review helpful

5.0 out of 5 stars No, You should buy this book February 1, 2008

By Tom Carpenter VINE™ VOICE

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.

26 of 26 people found the following review helpful

2.0 out of 5 stars Is this a book on negotiating, or just a sales letter? October 18, 2011

By Blake

Format:Hardcover|Amazon 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. If you want to learn the author's complete system, you have to enroll in the 'Camp Negotiating Institute' which, according to his website, starts at $4,874 for the basic course, $12,875 to become a 'Credentialed Negotiation Team Leader', another $8,000 to become a 'Credentialed Negotiation Officer/Coach', and $24,500 to enroll in all of his courses! This book really is a lead generation device to get people wanting more. To get the full details of the author's system, you need to invest thousands of dollars.

Here's my answer to that: NO

23 of 24 people found the following review helpful

5.0 out of 5 stars NO helps you step into action July 5, 2007

By David D.

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.