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Start with NO...The Negotiating Tools that the Pros Don't Want You to Know Hardcover – July 15, 2002

4.7 out of 5 stars 575 ratings

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Editorial Reviews

Amazon.com Review

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.

Product details

  • Publisher ‏ : ‎ Currency; 1st edition (July 15, 2002)
  • Language ‏ : ‎ English
  • Hardcover ‏ : ‎ 288 pages
  • ISBN-10 ‏ : ‎ 0609608002
  • ISBN-13 ‏ : ‎ 978-0609608005
  • Item Weight ‏ : ‎ 14.4 ounces
  • Dimensions ‏ : ‎ 5.8 x 1 x 8.54 inches
  • Customer Reviews:
    4.7 out of 5 stars 575 ratings

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4.7 out of 5 stars
4.7 out of 5
575 global ratings

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Top reviews from other countries

The Salary Coach
4.0 out of 5 stars 8/10 A valuable book on negotiation
Reviewed in the United Kingdom on October 2, 2017
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Tigs - Hampshire
5.0 out of 5 stars Great read and very useful techniques
Reviewed in the United Kingdom on March 18, 2019
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Veritas Magna
5.0 out of 5 stars Easy 5 stars
Reviewed in the United Kingdom on February 9, 2021
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James Clelland
4.0 out of 5 stars Not a bad book
Reviewed in the United Kingdom on October 24, 2017
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4.0 out of 5 stars Chris Voss lead me here
Reviewed in the United Kingdom on March 2, 2018
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