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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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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
From Publishers Weekly
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.
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the main things i liked:
1. it emphasized knowing yourself (your deal, what your company can and cannot afford, how much you can give away/ negotiate) and be preparted to say no when it doesn't match what you want.
2. value / power of want vs. need. need = desperation and compromise, which inevitably implies a losing strategy
3. business for the most part is zero sum: your loss is the other's gain and "win win" is mostly "win lose"
Maybe I'm drawn to contrarian ideas because my sense of humor goes that way. I've found that when everyone agrees on anything, the opposite is about to happen.
The "win-win" negotiating strategy enjoys universal endoresement. Except for Jim Camp's students. Win-win negotiations that I've been part of go exactly as Camp describes.
The vendor wants a win-win solution so it sells something. The buyer wants a win-win solution because it means buying at below cost. The vendor gets a contract and loses his shirt. The buyer gets the goods or services he contracted for, but those goods or services rarely live up to the buyer's expectations.
Win-win ends up lose-lose.
Everyone involved in the selling process should read this book, and key sales leaders might want to take Camp's course.
Besides, if for FBI head hostage negotiator Chris Voss finds Camp's approach valid, who am I to argue?
I give Start with No 5 stars.