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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.
- Sales Rank: #42464 in Books
- Published on: 2002-07-15
- Released on: 2002-07-09
- Original language: English
- Number of items: 1
- Dimensions: 8.50" h x 1.00" w x 5.76" l, .90 pounds
- Binding: Hardcover
- 288 pages
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
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.
From Booklist
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. Mary Whaley
Copyright � American Library Association. All rights reserved
Most helpful customer reviews
0 of 0 people found the following review helpful.
Original ideas and approach that make sense
By Giulio
Many books on this topic are painfully filled with obvious platitudes, regurgitating the same basic concept over and over with dozens of made-up stories. Start with No is refreshingly full of interesting not-so-obvious ideas I could personally relate to and stories seemed a bit more realistic.
As much as I liked most stories and examples I would have been happier with fewer of them. Especially examples on baseball are completely obscure to non-Americans. Overall a good book, recommended.
1 of 1 people found the following review helpful.
This book just might change your entire business life, ...
By focusedlife
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.
0 of 0 people found the following review helpful.
Very good book. Is very interesting how the author explains ...
By Rodolfo L Del Gaizo
Very good book. Is very interesting how the author explains cleary the concepts of his method of negociation with his examples of real life
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