Start with No, by negotiation coach Jim Camp, is a tenaciously contrarian guide to the art and science of give-and-take that proposes a viable alternative for today's prevailing "win-win" approach. Beginning with an inverse premise--that having the right to say "no" and veto any agreement is actually the key to favorably concluding the various deals and transactions we face every day--Camp's procedure counters the common emotion-based urge to compromise ("a defeatist mind-set from the first handshake") with a series of less intuitive decision-oriented actions. "My system teaches you how to control what you can control in a negotiation," Camp writes. "When you do so, you can and will succeed (understanding that success sometimes means walking away with a polite good-bye)." Emphasizing the importance of this underlying attitude, his method combines related steps like defining a mission, understanding the adversary, assessing fiscal and emotional investments, preparing an agenda, and tracking behavior. Each is fully explained, as are associated skills such as how to structure a question to elicit a truly helpful response (e.g., "What else do you need?" vs. "Is there anything else you need?"). Despite its unorthodox manner, if diligently applied, the route that Camp details here may indeed produce winning results. --Howard Rothman
Negotiation coach Camp has been under the radar since 1989, helping clients reach deals at Motorola, Merrill Lynch and IBM. He now brings his advice to the general public. Asserting that the term "win-win" has become a clich, he suggests readers enter into every negotiation knowing that if the offer doesn't meet their expectations, they should walk away. He also advocates leaving emotions out of negotiations. "Whether we like it or not, it really is a jungle out there in the world of business, and it's crawling with predators." Camp's solid advice will help people control negotiations and prepare themselves for anything.
Copyright 2002 Cahners Business Information, Inc.
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 24 days 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 1 month 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 3 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 4 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 4 months ago by Michael Saul
Far better than Getting to Yes or Getting Past No series. Great coaching and advice.Published 5 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 7 months ago by T. Santi
I don't know.
1st - is repetitive.
2nd. I am not a native english speaker, but I really think this guy really needs a better editor.
3rd. Read more