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

Jim Camp · 288 pages

Quick Summary ⚡️

"Start with NO...The Negotiating Tools that the Pros Don't Want You to Know" by Jim Camp is a book that focuses on negotiation skills and how to approach negotiations with a winning attitude. The author introduces the concept of "Start with NO", a negotiation strategy that helps individuals to get a better outcome in any negotiation. The author argues that most people approach negotiations as a win-lose scenario where one party wins and the other loses, however, with the "Start with NO" approach, negotiations can be turned into a win-win scenario. The book provides practical advice and case studies to illustrate the benefits of the "Start with NO" approach.

Top Takeaways

1. Start with NO: The “”Start with NO”” approach allows you to approach negotiations from a position of strength and control.
2. Focus on Outcomes, Not Positions: When negotiating, focus on the outcome you want to achieve, not your initial position.
3. Know Your Bottom Line: Know what you are willing to give up and what you are not.
4. Listen: Active listening is a critical component of effective negotiation.
5. Ask Questions: Ask open-ended questions to better understand the other party’s perspective and needs.
6. Be Prepared: Preparation is key to successful negotiation. Research and understand the other party’s position and goals.
7. Be Willing to Walk Away: The willingness to walk away from a negotiation can be a powerful bargaining tool.
8. Keep Emotions in Check: Emotions can cloud your judgment and negatively impact negotiations. Keep them in check.
9. Create Win-Win Outcomes: Seek outcomes that benefit both parties and avoid a win-lose scenario.
10. Practice: Negotiation is a skill that can be developed through practice and experience.

Other Details ℹ️

First Published

July 9th 2002

Description (Excerpt)

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.

Think a win-win solution is the best way to make the deal? Think again.

For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal.