No: The Only Negotiating System You Need for Work and Home

Jim Camp

Physical

In Circulation

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:

NO.

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.

What will you learn from this book

  1. Systematic Approach to Negotiation: Camp introduces a systematic approach to negotiation that can be applied in various contexts, both in professional and personal life.

  2. Emphasis on "No": The title suggests that the ability to say "no" is a crucial aspect of negotiation. Camp argues that effective negotiation involves understanding and respecting the other party's perspective, which may include the option to decline or reject an offer.

  3. Focus on Interests and Needs: The book likely emphasizes the importance of understanding the underlying interests and needs of both parties in a negotiation. By focusing on the deeper motivations, negotiators can find mutually beneficial solutions.

  4. Avoiding Manipulation: Camp may discuss the pitfalls of manipulative tactics in negotiations. Instead, he might advocate for a transparent and honest approach to build trust between parties.

  5. Preparation: Effective negotiation, according to Camp, involves thorough preparation. This may include researching the other party, understanding their priorities, and identifying potential areas of agreement.

  6. Effective Communication: Communication skills are likely a central theme. Camp may provide guidance on how to communicate clearly, listen actively, and ask insightful questions to gather information during negotiations.

  7. Managing Emotions: Negotiations can be emotionally charged. The book may address strategies for managing emotions, both for the negotiator and the other party, to ensure rational decision-making.

  8. Win-Win Solutions: Camp likely advocates for the creation of win-win solutions where both parties feel that their interests are met. This approach can lead to more sustainable and positive long-term relationships.

  9. Decision Dynamics: Understanding the decision-making dynamics of the other party is likely discussed. This involves recognizing the factors influencing their choices and aligning proposals accordingly.

  10. Applications in Personal Life: The book may extend its negotiation principles beyond the professional realm to show how the same strategies can be applied in personal relationships and everyday situations.

Language English
ISBN-10 0307345742
ISBN-13 9780307345745
No of pages 270
Font Size Medium
Book Publisher Crown Business
Published Date 19 Jun 2007

About Author

Author : Jim Camp

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