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Jim Camp – Start With No

Jim Camp is the best-selling author of two negotiation books in 12 different languages, “Start with No” and “No: The Only System Of Negotiation You Need For Work and Home.”

Here are the notes.

Start With No

  • No” is just a decision to be changed.
  • Telling a person that it is ok to say no will make them let down barriers and they will listen to your proposition without feeling like they have to find a way out if they don’t agree.
  • There is no such thing as win-win in a negotiation. No one wins and no one loses. You just maintain your long time position/goal or advance it.
  • Often times, compromising will give up more ground than necessary. Don’t compromise before the negotiation starts (don’t be willing to give up so much ground).

Before Negotiating

  • Do research
  • Reject research
  • Do your own research, set up questions to find out answers. Eliminate assumptions. You have to ask!
  • Make sure each party’s vision is understood.
  • If you don’t have your vision before negotiating then you have no foundation, no anchor. You will make uninformed decisions out of fear.
  • When you operate with fear, you don’t recognize your value and potential (which is your selling point).
  • Don’t guess! Find out who you need to talk to and find out how they reach decisions.
  • Don’t negotiate if you feel like you don’t have anything to offer. It’s all about vision.

While Negotiating

  • Use the 3 plus rule- Ask more than three times. Keep asking and valuable information will be revealed.
  • Reverse questions and make the opposing party explain to help create vision.
  • Use the “secret sauce.” Have your vision so ingrained that you don’t have to think to make decisions. They will naturally align with your purpose/mission.

Negotiation Checklist

  • Mission/Purpose- Mission is a long term aim. Purpose is a continuing task and responsibility of a person or organization. Keep this at the forefront.
  • Problems- To be great at negotiating you must find problems and address them. Either with yourself or the proposition.
  • What we want- You have to know or else you will compromise and make assumptions.
  • What happens next- Negotiate what is going to happen next. Make a solid plan.
  • Script- What are you going to say? Go over it and make sure its thorough

Side Notes

  • Jim Camp is a leading global expert on negotiation
  • He has trained and worked with more than 100,000 people totaling about 30,000 hours
  • He has coached through more than 500 multinational organizations, including Texas Instruments, Intel, Applied Materials, Merrill Lynch, IBM, Cisco Systems, Prudential Insurance, and Nationwide Insurance.
  • He has earned about twenty billion dollars for his clients.
  • He has been featured on Wall Street Journal, CNN, the Harvard Journal, etc.

  1. John
    March 3, 2010 at 5:30 pm

    Hey, very concise and to the point. I did watch the whole interview, but would rather had just read this. Glad I found this site.

  2. Samuri
    March 4, 2010 at 12:25 pm

    This is a pretty rad site, keep the notes coming

  3. March 5, 2010 at 2:28 pm

    Great notes. Thanks very much!

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