Order from a Major Online Bookstore
Ultimate Book Price Comparison Engine
Save Your Time And Money
| AnyBook4Less.com | Order from a Major Online Bookstore |
|
| Home | Store List | FAQ | Contact Us | | ||
| Ultimate Book Price Comparison Engine Save Your Time And Money |
||
 |
Title: Start with NO...The Negotiating Tools that the Pros Don't Want You to Know by Jim Camp ISBN: 0-609-60800-2 Publisher: Crown Business Pub. Date: 09 July, 2002 Format: Hardcover Volumes: 1 List Price(USD): $22.95 |
Average Customer Rating: 4.74 (19 reviews)
Rating: 5
Summary: A real eye-opener for anyone negotiating anything
Comment: I was VERY impressed with Jim Camp's "Start with No." In under 300 pages, the author gets his point across succinctly and powerfully; negotiations don't begin with "Yes" (which might even be a lie) or "Maybe" which is worse than useless. They begin with "No" and giving permission for the other party to say "no."
The brilliance of the "no" can be the important "way out" in a negotiation, where one party is offered a graceful exit to avoid the sense of feeling trapped or tricked. And it's also the path to finding out what they really need or really can accept. But it's much more than that.
Camp informs the reader that previous theories of negotiation such as "Win-Win" are pure bunkum; in negotiation, sometimes someone wins and someone else loses. But the long-term outcome may be quite different--what might have been compromised into a mediocre solution by win-win can often be better for both parties when one loses at the outset. Case in point; a contract is drawn up with terms that one party can no longer fulfill. It's time to renegotiate the contract despite the terms and conditions. Why? What if the contract specified that a vendor sell at a price that would drive them out of business? If the buyer NEEDS that product, they'd better negotiate rather than fail to receive the product. Going elsewhere to find it could be more costly than the re-negotiated price.
Camp's experiences are in direct contrast to some of business guru Stephen Covey's "Seven Habits of Highly Successful People", which I thought was quite interesting. To remind you, the habits are:
1- Be Proactive
2- Begin with the End in Mind
3- Put First Things First
4- Think Win/Win
5- Seek First to Understand, Then to Be Understood
6- Synergize
7- Sharpen the Saw
Mr. Camp actually has no issue with the majority of these habits, but he disagrees vehemently with two of the seven principles: #2--begin with the end in mind, and #4 Think Win/Win. In the case of negotiation, sometimes, Mr. Camp informs us, it's better not be so focused on the goal i.e, getting the lowest price, making that sales quota for that month) lest you appear needy. What's more, being too focused on your own goal might cause you to make dangerous assumptions or fail to realize the underlying situation. And Camp scoffs at the idea of win-win, giving the reader plenty of real-life examples where losing either was just that...losing, or was a neutral outcome (no win, but better than other potentially worse outcomes.)
I recommend this book to anyone getting ready to negotiate nearly anything, from extended bedtimes for your kids, to a refinanced mortgage to a multi-million dollar deal. Excellent material here from this experienced contrarian.
Rating: 4
Summary: Camp Throws the High, Hard One
Comment: This book is presents a workable high concept view of the negotiation process. The key strengths are in the following themes: emphasis on valid goals and valid agendas, a focus on the needs and pain of the opposite party, and the value of providing the opportunity for your opposite to say "no." These concepts alone are worth the price of admission. This is not a step-by-step "how to" book - it will not tell you how to deal with the forty or sixty pages of negotiation issues that you might face in a large scale negotiation. It is an effective statement of philosophy; everyone needs such a conceptual starting point to negotiate effectively. One criticism is a missed opportunity: the book might have discussed the link between bad selling and bad negotiation - a great negotiating effort cannot make up for a really poor selling or positioning effort. That said, I recommend the book.
Rating: 5
Summary: You've got to read this book
Comment: Without even getting half-way through this book, it's cleary brilliant. I happened to go to the library to get a few books on "negotiating" because it fascinates me, and Start With NO is the first one I picked up. I actually feel that someone GETS IT, as it seems that I've practiced Camp's theories naturally. I've felt weird in the past, when I realized that I put people at ease because they can feel a little superior to me, but it's true, IT WORKS! I've been noted for my success with negotiating, and now understand better why I've had that success. We are constantly negotiating in life, and Camp understands this and teaches the reader how to win. I'm eager to finish this book I just started last night, as I know I'll really be armed by the book's end. THANK YOU JIM CAMP! Thanks for 'putting it out there'.
 |
Title: Crucial Conversations: Tools for Talking When Stakes are High by Kerry Patterson, Joseph Grenny, Ron McMillan, Al Switzler, Stephen R. Covey ISBN: 0071401946 Publisher: McGraw-Hill/Contemporary Books Pub. Date: 18 June, 2002 List Price(USD): $14.95 |
 |
Title: Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William Ury, Bruce Patton ISBN: 0140157352 Publisher: Penguin USA (Paper) Pub. Date: December, 1991 List Price(USD): $14.00 |
 |
Title: The Only Negotiating Guide You'll Ever Need : 101 Ways to Win Every Time in Any Situation by JANE FLAHERTY, PETER B. STARK ISBN: 0767915240 Publisher: Broadway Pub. Date: 09 September, 2003 List Price(USD): $14.00 |
 |
Title: Getting Past No : Negotiating Your Way from Confrontation to Cooperation by WILLIAM URY ISBN: 0553371312 Publisher: Bantam Pub. Date: 01 January, 1993 List Price(USD): $15.95 |
 |
Title: Difficult Conversations: How to Discuss what Matters Most by Douglas Stone, Bruce Patton, Sheila Heen, Roger Fisher ISBN: 014028852X Publisher: Penguin USA (Paper) Pub. Date: 03 April, 2000 List Price(USD): $14.00 |
Thank you for visiting www.AnyBook4Less.com and enjoy your savings!
Copyright� 2001-2021 Send your comments
