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No The Only Negotiating System You Need for Work and Home

ISBN-10: 0307345742
ISBN-13: 9780307345745
Edition: 2007
Authors: Jim Camp
List price: $25.00
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Description: Jim Camp, the world's #1 negotiating coach, shows how to release the emotional pressure that's part of any negotiation by using his proven system of safe, decision-based negotiation that enables you to meet all your objectives without needless,  More...

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Book details

List price: $25.00
Copyright year: 2007
Publisher: Crown Publishing Group
Publication date: 6/19/2007
Binding: Hardcover
Pages: 288
Size: 5.75" wide x 9.50" long x 1.00" tall
Weight: 0.946
Language: English

Jim Camp, the world's #1 negotiating coach, shows how to release the emotional pressure that's part of any negotiation by using his proven system of safe, decision-based negotiation that enables you to meet all your objectives without needless, wasted compromises or giveaways. - Out of the blue your best customer demands a huge discount--or else he takes his business elsewhere. - You think you finally have a buyer for your home, but then at the last minute she demands that you pay for new landscaping of the yard--or no deal. There are plenty of other properties for sale, and she says she'll walk. - Your son is having trouble in school, and you have to think about how to deal with his "my way or the highway" teacher. When confronted with these--and innumerable other--day-to-day negotiating challenges at work and in your personal life, most people start to guess about how much they should give up in compromise to make the other side happy ("I'll just meet them halfway, and we can put this problem to bed"). Jim Camp has a better way for you to negotiate: "NO." Saying "no" is not about being hard-nosed or intransigent. Rather, it stops everyone in their tracks, clears the air, and allows you to get at what the real issues are. It is a proven and an amazingly effective system that avoids unwarranted assumptions, needless compromises, and wild guesses, showing: - How tostop being needy, banishing emotional responses such as "I must keep this customer's business" or "I have to sell this house now, " and start focusing on what you can control--yourself - Why in a negotiation the two worst things to hear are "yes" and "maybe" - How to get to the heart of the issue through the art and science of asking great questions - How to find out who the real "decider" is and stop negotiating with the unqualified We live in a compromise- and assumption-based world, but Jim Camp flips conventional wisdom on its head and in the process makes you a more effective negotiator with clients, customers, spouses, kids, neighbors, and coworkers. Through Camp's system you'll find that "no" is just the start of the negotiation, not the end of it. With it, you'll get everything you want and you'll build solid relationships with those you negotiate with.

Introduction : the best word in the English language
Stop the roller coaster, I want to get off : controlling the commotion of emotion
So you want results? : focus on what you can control, yourself
If you want the advantage, take "no" for the answer why : "no" is great, "yes" is bad, and "maybe" is the worst
The greatest negotiation secret ever : rooting your mission and purpose in the world of the other side
I got my boat : how vision drives decisions
Socrates has nothing on you : the art and science of asking great questions
The truth is, you don't know : blank slating to success
Who's calling the shots? : finding the real "decider"
Getting what you want : building your success with agendas
Managing the real price being paid : budgeting beyond dollars and cents
Perfect preparation : the ultimate advantage in any negotiation
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