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No: The Only Negotiating System You Need for Work and Homeby Jim Camp
Synopses & Reviews
Jim Camp, the world’s #1 negotiating coach, shows how to release the emotional pressure that’s part of any negotiation by using his proven system of safe, decision-based negotiation that enables you to meet all your objectives without needless, wasted compromises or giveaways.
• Out of the blue your best customer demands a huge discount—or else he takes his business elsewhere.
• You think you finally have a buyer for your home, but then at the last minute she demands that you pay for new landscaping of the yard—or no deal. There are plenty of other properties for sale, and she says she’ll walk.
• Your son is having trouble in school, and you have to think about how to deal with his “my way or the highway” teacher.
When confronted with these—and innumerable other—day-to-day negotiating challenges at work and in your personal life, most people start to guess about how much they should give up in compromise to make the other side happy (“I’ll just meet them halfway, and we can put this problem to bed”).
Jim Camp has a better way for you to negotiate:
Saying “no” is not about being hard-nosed or intransigent. Rather, it stops everyone in their tracks, clears the air, and allows you to get at what the real issues are. It is a proven and an amazingly effective system that avoids unwarranted assumptions, needless compromises, and wild guesses, showing:
• How to stop being needy, banishing emotional responses such as “I must keep this customer’s business” or “I have to sell this house now,” and start focusing on what you can control—yourself
• Why in a negotiation the two worst things to hear are “yes” and “maybe”
• How to get to the heart of the issue through the art and science of asking great questions
• How to find out who the real “decider” is and stop negotiating with the unqualified
We live in a compromise- and assumption-based world, but Jim Camp flips conventional wisdom on its head and in the process makes you a more effective negotiator with clients, customers, spouses, kids, neighbors, and coworkers. Through Camp’s system you’ll find that “no” is just the start of the negotiation, not the end of it. With it, you’ll get everything you want and you’ll build solid relationships with those you negotiate with.
Jim Camp is an internationally sought after negotiation coach and trainer, developer of the Coach2100 technology, a proprietary, patient pending negotiation project management and training system, and
An introduction to the art of business negotiation explains how to use his innovative method to avoid unwarranted assumptions, hasty action, and unnecessary compromises that lead to poor deals in the workplace and at home. By the author of Start with No. 30,000 first printing.
About the Author
Jim Camp has been a negotiation coach for the past twenty years. He and his other coaches at Coach 2100 are actively involved in hundreds of negotiations for companies around the world. He has lectured about his negotiating ideas not only in the United States but also in England, Germany, Russia, Romania, and Japan and has been featured on CNN. As a husband, father of five, grandfather of six, and, earlier in his career, as union representative for a group of international airline pilots, Jim has applied his negotiating ideas to big corporate deals as well as to the finer aspects of day-to-day personal and business life. He is also the author of Start With No. He lives in Austin, Texas.
From the Hardcover edition.
Table of Contents
Introduction : the best word in the English language — 1. Stop the roller coaster, I want to get off : controlling the commotion of emotion — 2. So you want results? : focus on what you can control, yourself — 3. If you want the advantage, take "no" for the answer why : "no" is great, "yes" is bad, and "maybe" is the worst — 4. The greatest negotiation secret ever : rooting your mission and purpose in the world of the other side — 5. I got my boat : how vision drives decisions — 6. Socrates has nothing on you : the art and science of asking great questions — 8. The truth is, you don't know : blank slating to success — 9. Who's calling the shots? : finding the real "decider" — 10. Getting what you want : building your success with agendas — 11. Managing the real price being paid : budgeting beyond dollars and cents — 12. Perfect preparation : the ultimate advantage in any negotiation — If you want more.
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