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.

Connect With Jim

Start With No