"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, Chief Financial Officer, 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. Start with No
describes his approach in detail and is recommended reading for our entire staff." --Scott Sturm, vice president of 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
From the Inside Flap
n is the best way to make the deal? Think again. Its the worst possible way to get the best deal. This is the dirty little secret of corporate America.
For years now, win-win has been the paradigm for business negotiationthe fair way for all concerned. But dont believe it. Today, win-win 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 table say, Lets team up on this, partner? It all sounds so good, but these negotiators take their naive partners to the cleaners, deal after deal. Start with No
shows you how they accomplish this. It shows you how such negotiations end up as win-lose. It exposes the scam for what it really is. And it guarantees that youll never be a victim again.
Win-win plays to your emotions. It takes advantage of your instinct and desire