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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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But it's really not a secret is it? It's how we should act at all times. Not just as negotiators (or salesmen) but as human beings!
This book has changed how I will do business from this day forward.
Negotiations are everything in LIFE! This is how to win when you engage in it.
Camp's storytelling method is an excellent way to digest the material, and I highly suggest you read this ... a few times. Even if your adversary has read this book, your negotiations will work out better.
So skip all notions of "Win-Win" or getting to "Yes", Start with "No" and see what you get for you.
The 48 Laws of Power is a great companion piece.
Instead, Jim suggests starting from a position of power. This is accomplished by not giving in up front. You can always back up a little, later, if necessary. If you say "no" first, you throw the ball into the other court: the other side has to expose his arguments, so you can decide how to act your best. Which may work even better when BOTH sides say no, which forces an open discussion instead of right-on submission.
Sure, it's easier to surrender early and fall for a "win-win" deal that will only rip you off. As I said, if you're a sissy, to each one his own (and the pros will "love" you for that).
Among other chapters, one deals with how much time, money, emotion and effort you should spend in a negotiation; other with why you can NOT force your counterpart to act the way you want, but rather YOU should concentrate on your own behaviour; and why you can not let your ego hang on the balance of the negotiation (something in the like of "it's business, don't take it as an ego trip").
I found this to be a very good book to upgrade my self assertion. Hope you do too.