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Think a win-win solution is the best way to make the deal? Think again.
For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal.
Start with No introduces a system of decision-based negotiation that teaches you how to understand and control these emotions. It teaches you how to ignore the siren call of the final result, which you can’t really control, and how to focus instead on the activities and behavior that you can and must control in order to successfully negotiate with the pros.
The best negotiators:
* aren’t interested in “yes”—they prefer “no”
* never, ever rush to close, but always let the other side feel comfortable and secure
* are never needy; they take advantage of the other party’s neediness
* create a “blank slate” to ensure they ask questions and listen to the answers, to make sure they have no assumptions and expectations
* always have a mission and purpose that guides their decisions
* don’t send so much as an e-mail without an agenda for what they want to accomplish
* know the four “budgets” for themselves and for the other side: time, energy, money, and emotion
* never waste time with people who don’t really make the decision
Start with No is full of dozens of business as well as personal stories illustrating each point of the system. It will change your life as a negotiator. If you put to good use the principles and practices revealed here, you will become an immeasurably better negotiator.
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Creators
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Publisher
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Release date
December 7, 2011 -
Formats
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Kindle Book
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OverDrive Read
- ISBN: 9781400045297
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EPUB ebook
- ISBN: 9781400045297
- File size: 2365 KB
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Languages
- English
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Reviews
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May 13, 2002
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 cliché, 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. -
May 15, 2002
Claiming to be a negotiating coach and not a consultant, Camp has developed a system of negotiating that rejects the common concept of "win-win" and that urges people to get to an agreement as quickly as possible by any means, which in the author's view usually results in "win-lose." We learn that we cannot control the other party in the negotiations but can control and discipline our own actions and decisions. Concentrate not on winning but on the fundamentals of sound decision making. While his ideas are contrary to conventional negotiating wisdom, Camp counsels us to have a good, strong mission and purpose and to know the other party's real pain (why they are negotiating). Also, we learn to assess all the budgets involved, including our time and energy, money and emotional investment as well as our opponent's; to deal only with the real decision-maker; and to have a clear agenda for every contact. This is an excellent book with valuable insight.(Reprinted with permission of Booklist, copyright 2002, American Library Association.)
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