Start with NO...The Negotiating Tools that the Pros Don't Want You to Know

Jim Camp · First published July 9th 2002

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.

“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.

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.