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Start with No: The Negotiating Tools That The Pros Don't Want You To Know - Jim Camp
book is out-of-stock
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Jim Camp:

Start with No: The Negotiating Tools That The Pros Don't Want You To Know - new book

ISBN: 9780609608005

ID: 978060960800

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 decisionStart 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. Jim Camp, Books, Business and Finance, Management and Leadership, Negotiating, Start with No: The Negotiating Tools That The Pros Don't Want You To Know Books>Business and Finance>Management and Leadership>Negotiating, The Crown Publishing Group

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

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

ISBN: 9780609608005

ID: 2272624

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. Start with No: The Negotiating Tools That the Pros Don't Want You to Know Camp, Jim, Crown Business

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Start with No: The Negotiating Tools That the Pros Don't Want You to Know - Jim Camp
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(*)
Jim Camp:
Start with No: The Negotiating Tools That the Pros Don't Want You to Know - used book

ISBN: 9780609608005

ID: 9780609608005

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 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 Books, Business & Economics~~Negotiating, Start-with-No~~Jim-Camp, 175013, Start with No: The Negotiating Tools That the Pros Don't Want You to Know, Jim Camp, 0609608002, The Doubleday Religious Publishing Group, , , , , The Doubleday Religious Publishing Group

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Start with NO...The Negotiating Tools that the Pros Don't Want You to Know - Jim Camp
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Start with NO...The Negotiating Tools that the Pros Don't Want You to Know - used book

ISBN: 0609608002

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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 business and investing,management,management and leadership,negotiating,popular economics Business & Investing, Crown Business

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Start with No: The Negotiating Tools That the Pros Don't Want You to Know - Jim Camp
book is out-of-stock
(*)
Jim Camp:
Start with No: The Negotiating Tools That the Pros Don't Want You to Know - used book

ISBN: 0609608002

ID: 4217357

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 business and investing,management,management and leadership,negotiating,popular economics Business & Investing, Crown Business

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

Camp, Jim

Title:

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

ISBN:

0609608002

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 theother 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 withou

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


EAN (ISBN-13): 9780609608005
ISBN (ISBN-10): 0609608002
Hardcover
Publishing year: 2002
Publisher: CROWN PUB INC
288 Pages
Weight: 0,408 kg
Language: eng/Englisch

Book in our database since 27.05.2007 18:14:06
Book found last time on 23.11.2016 10:28:45
ISBN/EAN: 0609608002

ISBN - alternate spelling:
0-609-60800-2, 978-0-609-60800-5

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