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Original Essays | September 4, 2014

Edward E. Baptist: IMG The Two Bodies of The Half Has Never Been Told: Slavery and the Making of American Capitalism

My new book, The Half Has Never Been Told: Slavery and the Making of American Capitalism, is the story of two bodies. The first body was the new... Continue »
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1 Beaverton Business- Negotiation

Start With No: the Negotiating Tools That the Pros Don't Want You To Know


Start With No: the Negotiating Tools That the Pros Don't Want You To Know Cover


Synopses & Reviews

Publisher Comments:

Think win-win is the best way to make the deal? Think again. Its the worst possible way to get the best deal. This is the dirty little secret of corporate America.

For years now, win-win has been the paradigm for business negotiation—the “fair” way for all concerned. But dont believe it. Today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Have you ever heard someone on the other side of the table say, “Lets team up on this, partner”? It all sounds so good, but these negotiators take their naive “partners” to the cleaners, deal after deal. Start with No shows you how they accomplish this. It shows you how such negotiations end up as win-lose. It exposes the scam for what it really is. And it guarantees that youll never be a victim again.

Win-win plays to your emotions. It takes advantage of your instinct and desire to make the deal. Start with No teaches you how to understand and control these emotions. It teaches you how to ignore the siren call of the final result, which you cant really control, and how to focus instead on the activities and behavior that you can and must control in order to negotiate with the pros.

Start with No introduces a system of decision-based negotiation. Never again will you be out there on a wing and a prayer. Never again will you feel out of control. Never again will you compromise unnecessarily. Never again will you lose a negotiation.

The best negotiators:

* arent 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 partys 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

* dont 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 dont really make the decision

Start with No offers a contrarian, counterintuitive system for negotiating any kind of deal in any kind of situation—the purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner. It 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.

About the Author

Jim Camp has coached people through thousands of negotiations at more than 150 companies, including Motorola, Texas Instruments, Merrill Lynch, IBM, and Prudential Insurance, as well as many other smaller companies in a wide range of industries. He has lectured at graduate business schools in the United States and has been a featured speaker at Inc. magazines “Growing the Company” conferences. Jim runs Coach2100, Inc.

Product Details

Camp, Jim
Crown Business
New York
Negotiation in business
Edition Number:
1st ed.
Series Volume:
Publication Date:
Grade Level:
8.56x5.86x1.05 in. .90 lbs.

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Related Subjects

Business » Human Resource Management
Business » Management
Business » Negotiation

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