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Start with No The Negotiating Tools That the Pros Don't Want You to Know

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ISBN-10: 0609608002

ISBN-13: 9780609608005

Edition: 2002

Authors: Jim Camp

List price: $30.00
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Think win-win is the best way to make the deal? Think again. It’s the worst possible way to get the best deal. This is the dirty little secret of corporate America. For years now, win-win has been the paradigm for business negotiation—the “fair” way for all concerned. But don’t believe it. Today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Have you ever heard someone on the other side of the table say, “Let’s team up on this, partner”? It all sounds so good, but these negotiators take their naive “partners” to the cleaners, deal after deal. Start with No shows you how they accomplish this. It…    
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Book details

List price: $30.00
Copyright year: 2002
Publisher: The Crown Publishing Group
Publication date: 7/9/2002
Binding: Hardcover
Pages: 288
Size: 6.02" wide x 8.78" long x 1.18" tall
Weight: 0.396
Language: English

Introduction: Win-Win Will Kill Your Deal
Your Greatest Weakness in Negotiation: The Dangers of Neediness
The Columbo Effect: The Secret of Being "Not Okay"
Start with No: How Decisions Move Negotiations Forward
Success Comes from This Foundation: Develop Your Mission and Purpose
Stop Trying to Control the Outcome: Focus on Your Behavior and Actions Instead
What Do You Say?: Fuels of the Camp System: Questions
How Do You Say It?: More Fuels of the Camp System
Quiet Your Mind, Create a Blank Slate: No Expectations, No Assumptions, No Talking
Know their "Pain," Paint Their "Pain": Work with Your Adversary's Real Problem
The Real Budget and How to Build It: The Importance of Time, Energy, Money, and Emotion
The Shell Game: Be Sure You Know the Real Decision Makers
Have an Agenda and Work It: Ride the Chaos Inherent in Negotiation
Present Your Case - If You Insist: Beware the Seductions of PowerPoint
Life's Greatest Lesson: The Only Assurance of Long-Term Success
Conclusion: Dance with the Tiger!: Thirty-three Rules to Remember