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Negotiation training that will change the way you relate to everyone. |
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Start with NoŽ: The Negotiating Tools that the Pros Don't Want You to Know
Think win-win negotiating 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.
Win-win negotiations play to your emotions. These negotiations take advantage of your instinct and desire to make the deal. Start with NoŽ teaches you how to understand and control these emotions. It teaches you how to ignore the siren call of the final negotiation result, which you can't really control, and how to focus instead on the negotiating activities and behavior that you can and must control in order to negotiate with the pros. Start with NoŽ introduces a system of decision-based negotiation training.
Never again will you feel out of control during a negotiation. Never again will you compromise unnecessarily. Never again will you lose a negotiation.The best negotiators:
Start with NoŽ offers a contrarian, counterintuitive training system for negotiating any kind of deal in any kind of situation -- the purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner. It is full of dozens of business as well as personal stories illustrating each point of the negotiation training system. It will change your life as a negotiator. If you put to good use the negotiation training principles and practices revealed here, you will become an immeasurably better negotiator. Need copies for your entire team? Call Jim Camp at 614-764-0213 or email him at jcamp@startwithno.com to find out about volume discounts.
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"Jim Camp offers easy-to-apply strategies to help make you a more effective negotiator. You'll learn techniques that you can use immediately to improve your negotiating skills by reading this book." Joe Mansueto, Chairman, Morningstar Mutual Funds
"This book is an amazing read and right on target." John Kispert, CFO, KLA-Tencor Corporation
"Jim Camp's negotiating system is a powerful set of disciplines and tools that helped our salespeople function in our customers' world -- which ultimately led to a better negotiating process with our customers." Scott Sturm, VP Sales, Entegris Corporation
"Jim Camp's book is a sophisticated course in applied psychology that shows how you can change your behavior so you can sell your ideas, especially in sales situations and other negotiations. The most effective executives will find the results astonishing." Bob Boehlke, Member, Board of Directors, DuPont Corporation
Format: Hardcover, 288 pp.
ISBN: 978-0609608005, 0609608002 Dimensions: 8.6 x 5.8 x 1 inches Publisher: Crown Publishing Pub. Date: July 9, 2002 List Price: $22.95 |
For years now, win-win negotiating has been the paradigm for business negotiation -- the "fair" way to negotiate for all concerned. But don't believe it. Today, win-win negotiating 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 negotiating table say, "Let's team up on this, partner"? It all sounds so good, but those negotiators take their naive "partners" to the cleaners, deal after deal. Start with NoŽ shows you how negotiators accomplish this. It shows you how such negotiations end up as win-lose. It exposes the negotiating scam for what it really is. And it guarantees that you'll never be a victim of a negotiation again.
Negotiation Training That Will Change the Way You Relate to Everyone