Download PDF Start with NO...The Negotiating Tools that the Pros Don't Want You to Know, by Jim Camp

Download PDF Start with NO...The Negotiating Tools that the Pros Don't Want You to Know, by Jim Camp

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Start with NO...The Negotiating Tools that the Pros Don't Want You to Know, by Jim Camp

Download PDF Start with NO...The Negotiating Tools that the Pros Don't Want You to Know, by Jim Camp

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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

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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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Product details

Hardcover: 288 pages

Publisher: Crown Business; 1 edition (July 15, 2002)

Language: English

ISBN-10: 0609608002

ISBN-13: 978-0609608005

Product Dimensions:

5.8 x 1 x 8.6 inches

Shipping Weight: 15.2 ounces (View shipping rates and policies)

Average Customer Review:

4.3 out of 5 stars

128 customer reviews

Amazon Best Sellers Rank:

#20,017 in Books (See Top 100 in Books)

As one who can attest to the failure of "win-win," until now, twenty+ years after leaving the sales field I never knew what my alternative was. Maybe it's a case of better late than never but now I know. It's as if the heavens parted and the light of knowledge descended on me. I will be forever grateful to Jim for not just being a master negotiator, but being willing to "bare all" and share his "secret" with the world.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.

This book just might change your entire business life, No bulls***! I've changed how I negotiate and have scored bigger gigs since using these time tested fool proof principles. Strategies trump tactics (learned that from this book).Negotiations are everything in LIFE! This is how to win when you engage in it.

There is too much common sense in this book. Down deep, we all know or suspect these concepts but the START WITH YES! Crowd has drilled that BS into our heads for so many decades that we’ve almost hardwired it into our brains. Buyers don’t fall for all that crap anymore. This is a book I plan to buy for my salespeople and discuss at every meeting we have.

I have been a professional negotiator as an attorney for 40 years. This is by far the best book, the best advice ever given. But it is about much more than negotiating it is about how to conduct a life.

I read this after Never Split the Difference and that sent the stage for me reading this book. A lot of the counter-intuitive approaches were out lined in that book first. But both support and augment each other. I like his idea about the rule of 3 and living in the adversary's world.

The process that Jim Camp explains in "Start with No" seems counter-intuitive, and takes a while to get used to in practice. But, changing your experience perspective to that of your customer or another "adversary" really does improve the communication and tactics of negotiation. The read is a little formulaic, but in all a good and engaging book that actually teaches you something.

I'm a copywriter and this book has become invaluable to me in not just my ability to negotiate with anyone, but also in the effectiveness of my copy. Its heavily marked up and will continue to be a book I refer to.

This book will re-orient how you think and approach any and all negotiations in your life -- that includes your business life and your personal life, particularly among sexual relationships.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.

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