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- Herausgeber: Business Book Summaries
- Kategorie: Fachliteratur
- Sprache: Englisch
The must-read summary of Jim Camp’s book: “Start with No: The Negotiating Tools that the Pros Don’t Want You to Know”.
This complete summary of the ideas from Jim Camp’s book “Start with No” shows how we all make negotiations every day of our lives and it’s important to develop strong negotiation skills. In his book, the author explains why a ‘win-win’ situation is the wrong approach to negotiations and why all good negotiations start with a “no”. By following this advice, you will give your fellow negotiator an opportunity to think more rationally and, in turn, get a more worthwhile result.
Added-value of this summary:
• Save time
• Understand the key principles
• Expand your negotiation skills
To learn more, read “Start with No” and start perfecting your skills and get more out of your negotiations.
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Seitenzahl: 42
Veröffentlichungsjahr: 2014
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Book Presentation: Start With No by Jim Camp
Book Abstract
About the Author
Important Note About This Ebook
Summary of Start With No (Jim Camp)
Book Presentation: Start With No by Jim Camp
Book Abstract
MAIN IDEA
“We’re all professional negotiators. Most of us don’t think of ourselves that way, but we’re all trying to make agreements every day. We’re negotiating. Some of us do so haphazardly, maybe even lackadaisically, while some of us realize that since we’re always negotiating, the more skillfully we do so, the better off we’ll be.”
– Jim Camp
For many years now, “win-win” has been held up as the ideal to aim for in any negotiation. Why? Probably because win-win has always been considered to be the fairest way to do business. But what happens if the other party in a negotiation are simply using our desire to think win-win to get us to agree to unnecessary compromises? In those circumstances, the negotiation often ends up as win-lose, with us on the wrong side of the ledger.
With that in mind, the way to become better at negotiating is to distinguish between what you can control and what you can’t. Win-win is an outcome, and the outcome is beyond your direct control for a host of various reasons. In any negotiation, the only thing you can control is the means by which the outcome is decided. So focus on your behavior and actions, and let the end result take care of itself instead of endlessly obsessing over win-win scenarios.
Good negotiators also do something that appears counterintuitive at first glance. They begin with “no”. In other words, they start out by giving the other person an opportunity to say no right at the outset. Doing that relieves the pressure and allows the other person to think more rationally which, in turn, increases the chances something worthwhile will result from the negotiation. And professional negotiators constantly remind the other party they have the absolute right to veto the deal at any point. By consciously and deliberately allowing the other party to feel more in control, the chances of a favorable outcome increase.
Always keep in mind negotiations are complicated simply because humans are involved. Every negotiation will be different. The path to becoming a better negotiator is rarely straight and will often require many detours and most certainly loads of discipline on your part. Fortunately, however, the rewards which come with being a more competent negotiator are well worth the effort. As long as you keep working at it, eventually you’ll reach a stage where negotiation becomes easy to do. And at that point, you can start approaching your true potential in business.
About the Author
JIM CAMP is the founder of Coach2100 Inc., a coaching clinic for senior business managers and teams. He currently serves as a negotiation coach and runs negotiating clinics and group coaching sessions for more than 150 corporations – including Motorola, Texas Instruments, Merrill Lynch, IBM, and Prudential Insurance. Mr. Camp has experience in negotiation strategies in a wide variety of industries including telecommunications, real estate, investment banking, healthcare, import/export, automotive sales, manufacturing, scientific research, and government administration.
The Web site for this book is atwww.startwithno.com.
Important Note About This Ebook
This is a summary and not a critique or a review of the book. It does not offer judgment or opinion on the content of the book. This summary may not be organized chapter-wise but is an overview of the main ideas, viewpoints and arguments from the book as a whole. This means that the organization of this summary is not a representation of the book.
Summary of Start With No (Jim Camp)
1. Why “Win-Win” is the Wrong Approach in Negotiations
The prevailing paradigm in negotiations is to structure “Win-Win” deals. Yet these are only possible when both parties are equal – which is very rare. Instead, experienced negotiators use the context of structuring a win-win deal to get the other party to make more and more concessions. Don’t fall for it. Instead, stay focused on getting the best deal you can, even if it means saying no to lesser deals and offers.
In most real world negotiations, deals that start out as win-win in theory end up becoming win-lose in reality. Why?
Win-win sounds fair, but it can only be achieved if both parties are negotiating in good faith and laying all their cards on the table. If that does not happen, it is almost inevitable one party or the other will skew the deal in their own favor.Win-win is defeatist right from the outset. It encourages people to make unnecessary compromises in the pursuit of being “nice” to the other side.Win-win is an emotion based strategy – it plays to the heart on the basis the world will become a “better place” if everyone thinks and acts win-win. Good negotiations, however, are decision based. They evaluate agreements on definitive principles rather than emotions.
