Start with no: the negotiating tools that the pros don't want you to know - business summary

This is a great book on what is going on behind the scenes in negotiation, rather than simply providing a linear (and limiting) `how to'. Camp explains that negotiations should not be founded on the false pretense of win/win which implies compromise, sacrifice, and/or manipulation before negotiations have even begun. His system offers a thoughtful method to draw out the needs and desires of the adversary efficiently, while the contrarian slant helps shed new light on our undigested beliefs and assumptions about the process. Start with No offers a contrarian, counterintuitive system for negotiating any kind of deal in any kind of situationthe 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 introduces a system of decision-based negotiation that teaches you how to understand and control these emotions. It teaches you how to ignore the siren call of the final result, which you cant really control, and how to focus instead on the activities and behavior that you can and must control in order to successfully negotiate with the pros. The best negotiators: * arent interested in yesthey 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 partys 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 * dont 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 dont really make the decision Start with No 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. An introduction to business negotiation presents a decision-based strategy designed to promote effective results and includes examples from such companies as Texas Instruments and Federal Express on how to close a deal