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No: The Only Negotiating System You Need for Work and Home
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List Price:
$24.00
Global Home Business Price:
$16.32
Your Savings: $ 7.68 ( 32% )
Subject To Change Without Notice
Availability: Usually ships in 24 hours
Manufacturer: Crown Business
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Average Customer Rating: 
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Binding: Hardcover
Dewey Decimal Number: 658.4052
EAN: 9780307345745
ISBN: 0307345742
Label: Crown Business
Manufacturer: Crown Business
Number Of Items: 1
Number Of Pages: 288
Publication Date: 2007-06-19
Publisher: Crown Business
Release Date: 2007-06-19
Studio: Crown Business
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Editorial Reviews:
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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 to stop 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.
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Spotlight customer reviews:
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Customer Rating: 
Summary: Good Practical Guide To Negotiating
Comment: Jim Camp hits the ball hard and often in this book. This is a practical common sense approach to negotiating. Anyone who professionally negotiates or sells for a living should read this book and do the exercises that the book suggests.
All too often sales people and negotiators base everything they do on price point. Many compete with others at the same price for a much different process and product when it is all said and done. Starting your negotiation with "No" is a powerful starting point and allows you the opportunity to create real value for your client or customer. I know that my knowledge and expertise in my industry is worth something and that I should be rewarded for helping guide the client down the right path to the right solution and that is not the type of service you get at a wholesale club. Jim has helped me clarify my value propostion as well as what the true value is that I offer - so I am having greater success in actually receiving the true value of what I offer.
I think this book is a pretty easy read and that Camp demonstrates why he is one of the top negotiation trainers around.
Customer Rating:
Summary: No, You should buy this book
Comment: Sorry, I couldn't resist. Seriously now, this book opens in Chapter 1 with a phenomenal concept that I've never seen fleshed out so well in a negotiations book. That concept is "neediness". More importantly, understanding that neediness is a state of longing for or desiring something that you don't actually need in most cases and then rooting this out of your thinking in relation to the negotiation process. When you don't feel needy, it's easier to say no.
Also, the book points out how the other party's neediness can be played to your advantage. Watch for signs of this like not wanting to end the discussion, giving more information than is needed when answering questions, being overly enthusiastic, etc.
From here the book moves on to typical concepts covered in negotiation books and differs little from the rest of the pool. However, the first chapter and a few nuggets throughout the book make it well work the reading if you are involved in negotiations of any kind.
Customer Rating:
Summary: Some good negotiating tips
Comment: I bought this book for an MBA course in negotiations. It has proven to be one of the more valuable books I've read on the subject, with several principles I've applied directly to both my coursework and outside negotiations. The central theme (that NO is a beginning, not an ending) is unique in this kind of writing, and though I'm not sure about that idea, the peripheral themes are immensely helpful. A very nice counterpoint to some of the classic texts on the subject (Getting to Yes, etc.).
Customer Rating:
Summary: THE ONLY REAL BOOK ON NEGOTIATION!!!
Comment: After meeting Jim Camp 19 years ago his System has had an incredible impact on my career. As the Director of Business Development for a National Sales organization it is required reading for all on my team. I recommend this book and Jim's "No System" as the only system to success a negotiator will ever need!!!
Customer Rating:
Summary: Thank you for setting me free Jim
Comment: I just ordered "No: The Only Negotiating System You Need for Work and Home" after seeing ads and reviews and Camp's StartWithNo.com web site.
The web site offered a "10 Tips" download which I promptly downloaded because I like to study contrarian approaches. All ten were useful, but it's the first one that validated why I know I'm going to love reading "No: The Only Negotiating System You Need for Work and Home"
-- Never begin by asking them to say yes and agree. --
Wow. I've been struggling for years with advice from other gurus suggesting that I change my style this from this. It just is so natural to me. Next time I negotiate, I'm going to be a lot more at ease knowing I've got Jim Camp's advice on my side.
If you're tired of doing the reasonable thing (Another excellent book.. "Be Unreasonable" by Paul Lemberg), look for unconventional thinkers like Jim Camp, Tim Ferris(4 Hour Work Week), Ben Mack(Think Two Products Ahead).
There are still some new tricks us for us old dogs to learn.
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