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Start with No: The Negotiating Tools That the Pros Don't Want You to Know [Hardcover]

By Jim Camp (Author)
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Item Number 155214  
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Item description for Start with No: The Negotiating Tools That the Pros Don't Want You to Know by Jim Camp...

An introduction to business negotiation presents a new decision-based strategy designed to promote effective and successful results, illuminating his fundamental principles with real-world examples from companies such as Texas Instruments and Federal Express on how to close a deal. 25,000 first printing.

Publishers Description
Think win-win is the best way to make the deal? Think again. It's 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 don't 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, "Let's 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 you'll 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 can't 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:
* 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 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.

Citations And Professional Reviews
Start with No: The Negotiating Tools That the Pros Don't Want You to Know by Jim Camp has been reviewed by professional book reviewers and journalists at the following establishments -
  • Wilson Public Library Catalog - 12/31/2008 page 606
  • Publishers Weekly - 05/13/2002 page 61
  • Booklist - 05/15/2002 page 1561
  • Harvard Business Review - 07/01/2002 page 26
  • Booklist - 11/01/2002 page 460
  • Wilson Public Library Catalog - 01/01/2002 page 63
  • Publishers Weekly - 05/16/2002
  • Wilson Public Library Catalog - 01/01/2004 page 462

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Item Specifications...

Studio: Crown Business
Pages   271
Est. Packaging Dimensions:   Length: 8.56" Width: 5.86" Height: 1.05"
Weight:   0.4 lbs.
Binding  Hardcover
Release Date   Jul 9, 2002
Publisher   Crown Business
ISBN  0609608002  
ISBN13  9780609608005  

Availability  41 units.
Availability accurate as of Oct 21, 2017 01:11.
Usually ships within one to two business days from La Vergne, TN.
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More About Jim Camp

Register your artisan biography and upload your photo! 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. magazine's -Growing the Company- conferences. Jim founded the Camp Negotiation Institute in 2010.

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Product Categories

1Books > Subjects > Business & Investing > Economics > General
2Books > Subjects > Business & Investing > General
3Books > Subjects > Business & Investing > Management & Leadership > Management
4Books > Subjects > Business & Investing > Management & Leadership > Negotiating

Reviews - What do customers think about Start with No: The Negotiating Tools That the Pros Don't Want You to Know?

A new way of negotating  Dec 30, 2007
This book truly opened my eyes to a new way of negotiating. It does require discipline, study, and practice to make it work and I'm willing to do it. It's well written, witty, and informative. Thanks, Jim Camp!
Just Say NO to any other negotiation book  Sep 19, 2007
This book teaches that there is no such thing as a win-win deal. Read this book before you dismiss this deeply entrenched assumption. A win-win is most often and win-settle, with you ending up on the short side of the stick. Buy any of Jim Camp's stuff. You will never be disappointed.
Its really a contrarian & counterintuitive approach  Sep 3, 2007
This is the first book that I studied on this topic - Negotiation. I wish I had known some of the techniques described in this book, long time back. All along, I have been focusing more on the "Win-Win" kind of negotiations. This book was an eye-opener for me. I liked the 33 rules in the last chapter. That gives a quick summary of the whole book.
Very Insightful  May 7, 2007
I am a pricing expert with 25+ years experience and even I learned a lot from this book. While I disagree with the author that it is rarely possible to have a win-win negotiation, he is absolutely right that professional purchasers are usually out to take advantage. I have never read anything that explained so clearly and readably the mindset, as well as the tactics, necessary to sell to those customers profitably. He shows how being willing to walk away gives a seller the power to make some good deals.
Cut Through The Confusion... Read This Book!  Apr 11, 2007
Do you want to become a better negotiator? Read this book! I've read all of the books on negotiations and nothing compares to Jim Camp's system. I have been using a similar contrarian negotiating system I pieced together myself over the last 28 years in my Real Estate Investing business with great success. Jim's system helped me knock the rough edges off of my existing system and showed me some overlooked techniques I had not considered. This is the only book on Negotiations I recommend to any of my clients or subscribers. Not only is Jim Camp's negotiating system top shelf... he explains negotiations in a way that makes this book an easy read (unlike some of the other technical books on negotiations... blah!). Buy this book and read it now!

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