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48 of 49 people found the following review helpful
Is this a book on negotiating, or just a sales letter?
on October 18, 2011
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