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:
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.
From the Hardcover edition.
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|Title of eBook: No|
|Release Date: 06-19-2007|
|Allowed Countries (hover)|
|Publisher: Crown Publishing Group|
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Stop the Roller Coaster, I Want to Get Off
Controlling the Commotion of Emotion
Before you make a decision, your emotions rage all over the place. Then when you make a decision, you set about rationalizing it. When you watch yourself and other people carefully, you can actually see the transition from one emotional state to the next—from the emotional state to the decision state. Every day, every hour, even every minute, under some circumstances, you flip back and forth, back and forth. I want to change my career. I just do, even though I’m doing well right here. My dad says I shouldn’t. I know I probably shouldn’t. But I want to. We’ve all had such experiences. I want to buy this car. I know I shouldn’t. Yeah, I will. Back and forth, on issues big and small. Sometimes this dynamic is plain for all to see. Sometimes it’s almost all underground. Regardless, it is always there.
Successful negotiation of any sort requires that you understand this fact and use it. As I have already emphasized in the introduction, your overriding task as a negotiator—in the office or in the home, with your family, or anywhere at all— is to replace compromise- and fear-based negotiating with decision-based negotiating. You must learn to progress from raw, unexamined emotions, which never produce good agreements, to the careful decisions that eventually do. Most negotiators remain mired in their own emotions. Nor do they ever get past the emotions that are bogging the other side down. You must see the emotions on both sides for what they are and work with them, not against them. When you do, you’re way ahead of the game