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Start with NO...The Negotiating Tools that the Pros Don't Want You to Know Hardcover – July 9, 2002
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From Publishers Weekly
Copyright 2002 Cahners Business Information, Inc.
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Top Customer Reviews
Mr. Camp introduces his theory, "...I believe win-win is hopelessly misguided as a basis for good negotiating, in business or in your personal life or anywhere else." So begins his treatise encapsulated in contrarian thinking toward negotiations of any type. Win-win, posits Mr. Camp, is an invitation to lose. While conventional tutelage is grounded in give-and-take compromise, Mr. Camp's negotiating foundation begins with giving or taking a No. Empowering an opponent to say No is power, according to Camp.
Mr. Camp quotes the ever-popular negotiating gem, GETTING TO YES, and its basic definition of a "wise agreement." A wise agreement meets the legitimate interests of each side to the extent possible, resolves conflicting interests fairly, is durable, and takes community interests into account. Camp's theory is that compromise is implicit within this definition, perhaps explicit. His question: Why in the world compromise before you're certain you have to?
Mr. Camp offers the reader an indepth view of why saying No is beneficial to a negotiator amongst an abundance of wisdom, tactics and observations from years of negotiation coaching. In the end, Mr. Camp leaves us with "The Thirty-three Rules" of negotiating. A few of these, which fly in the face of the conventional win-win theory:
- Your job is not to be liked. Its to be respected and effective.Read more ›
The brilliance of the "no" can be the important "way out" in a negotiation, where one party is offered a graceful exit to avoid the sense of feeling trapped or tricked. And it's also the path to finding out what they really need or really can accept. But it's much more than that.
Camp informs the reader that previous theories of negotiation such as "Win-Win" are pure bunkum; in negotiation, sometimes someone wins and someone else loses. But the long-term outcome may be quite different--what might have been compromised into a mediocre solution by win-win can often be better for both parties when one loses at the outset. Case in point; a contract is drawn up with terms that one party can no longer fulfill. It's time to renegotiate the contract despite the terms and conditions. Why? What if the contract specified that a vendor sell at a price that would drive them out of business? If the buyer NEEDS that product, they'd better negotiate rather than fail to receive the product. Going elsewhere to find it could be more costly than the re-negotiated price.
Camp's experiences are in direct contrast to some of business guru Stephen Covey's "Seven Habits of Highly Successful People", which I thought was quite interesting.Read more ›
Most Recent Customer Reviews
Fun negotiating book that fights back the nice 'win-win' is always best myth of other negotiating books. Read morePublished 3 months ago by Ross M. Hedlund
Excellent book with lots of great insights for preparing for negotiations. I gained much from reading this and will re-read it again soon to reinforce what I learned.Published 6 months ago by J. Churchill
The information in this book is priceless and well written. This book is necessary for any "nice" person who wants to start their own business.Published 6 months ago by Deeba
This book explains the ineffectiveness (and trap) of traditional "win-win" negotiation practices and tells you why "No" is the right answer you're actually looking... Read morePublished 9 months ago by Natraj
This book has changed the way I think about everything I do from dealing with my wife of 40 years to running my business. Read morePublished 10 months ago by Bill
Such a simple thing to add to your selling but very powerful. Immediately brings the guard down of your prospect and allow them to listen to what you say with an open mind. Read morePublished 10 months ago by Michael Saul
Far better than Getting to Yes or Getting Past No series. Great coaching and advice.Published 11 months ago by B.Ferguson
Some of the content was interesting and Camp's questioning of conventional wisdom was fun to read. His interrogative questioning technique was very helpful and great advice. Read morePublished 13 months ago by T. Santi