Start with no Start with NO

by Jim Camp

Start with no Start with NOThe most well-known principle in negotiations, the antithesis, would be called "win-win." Win-win refers to wise agreement, that is, to maximally meet the legitimate interests of both parties, and most negotiation books consider win-win as the maximal principle. But veteran negotiating coach Jim Camp, who has cultivated professional negotiators such as Motorola, IBM, and Merrill Lynch for 20 years, argues in this book to deny the "win-win" paradigm and start with "NO."One side has a powerful force, and one side, in all kinds of negotiation tables that are relatively weak, win-win or lose-lose Because it can only be. "Win-Win" is just a spell that sneaky negotiators use to try to "negotiate" their partners unnecessarily and quickly. Jim Camp says negotiators with "Win-Win" in mind are already determined to be losers the first time they shake their hands.

Paperback

Published April 30, 2003