- Editorial:
- THREE RIVERS
- Año de edición:
- 2002
- ISBN:
- 978-0-609-60800-5
- Páginas:
- 271
START WITH NO
THE NEGOTIATING TOOLS THAT THE PROS DON'T WANT YOU TO KNOW
JIM CAMP
u003cbu003eu003ciu003eu003cbu003eStart with Nou003c/bu003eu003c/iu003e offers a contrarian, counterintuitive 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. u003cpu003eu003c/bu003eThink a win-win solution is the best way to make the deal? Think again. u003cpu003e For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal. u003cbu003e u003cpu003eu003c/bu003eu003ciu003eStart with Nou003c/iu003e introduces a system of decision-based negotiation that teaches you how to understand and control these emotions. It teaches you how to ignore the siren call of the final result, which you can't really control, and how to focus instead on the activities and behavior that you can and must control in order to successfully negotiate with the pros. u003cpu003eThe best negotiators: u003cbru003e * aren't interested in "yes"--they prefer "no" u003cbru003e * never, ever rush to close, but always let the other side feel comfortable and secureu003cbru003e * are never needy; they take advantage of the other party's needinessu003cbru003e * create a "blank slate" to ensure they ask questions and listen to the answers, to make sure they have no assumptions and expectationsu003cbru003e * always have a mission and purpose that guides their decisionsu003cbru003e * don't send so much as an e-mail without an agenda for what they want to accomplishu003cbru003e * know the four "budgets" for themselves and for the other side: time, energy, money, and emotionu003cbru003e * never waste time with people who don't really make the decision u003cpu003eu003ciu003eStart with Nou003c/iu003e is full of dozens of business as well as personal stories illustrating each point of the system. It will change your life as a negotiator. If you put to good use the principles and practices revealed here, you will become an immeasurably better negotiator.
