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

Jim Camp
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
ISBN: 9780609608005
Publication Date: 15 December 2004

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
  • cr...