Нет. Лучшая стратегия ведения переговоров

by Jim Camp, Джим Кэмп, Юлия Шпакова (Translator)

Если всякий раз, когда ваш партнер по бизнесу, угрожая разрывом отношений, вынуждает вас предоставлять ему скидку, вы боитесь потерять клиента и думаете о том, как умиротворить его, то у Джима Кэмпа есть для вас другой, более эффективный способ ведения переговоров: просто скажите "Нет".
"Нет" - самый эффективный инструмент в арсенале переговорных методик, позволяющий пресечь бесплодные дискуссии и отбросить ложные предположения и ненужные компромиссы. Прочитав эту книгу, вы освоите уникальную систему подготовки, планирования и ведения переговоров. Вы узнаете:
как перестать зависеть от результата переговоров, который вы не можете контролировать, и сконцентрироваться на том, чем вы можете управлять, - на собственном поведении;
что и как следует говорить за столом переговоров: как "вести" противника с помощью правильно поставленных вопросов;
как управлять переговорным процессом и эффективно реагировать на все, что бы ни происходило за столом переговоров;
как противостоять сильному противнику, использующему давление и манипуляцию.

Genres: Business, Nonfiction, Psychology, Self Help, Communication, Personal Development, Audiobook

296 pages, Hardcover

First published January 1, 2007

Reviews

[Allisonperkel · Rating 1 out of 5]

There may be a few gems of negotiating in here, but you'd be far better off reading Zig Zigler's book. The writing is horrid; repeating the same words and thoughts over and over again. What's worse, there is nothing new here! The basic philosophy is the same as any negotiation tactic. Actually, parts are worse. When he started talking about giving minimal information to everyone (he may have just meant don't share information unless it helps you in the negotiation) is a great way to bring distrust to certain situations. One size does not fit all and simplistic books with poorly presented concepts don't help.

I could not even come close to finishing this book. I skimmed the last hundred-ish pages. I can tell you that some of his charts also come right out of 90s era art of persuasion tomes too.

Finally, it's pretty obvious this book is written in a US centric world view. In today's global village, this simply is not going to cut it.

[David Pulliam · Rating 1 out of 5]

Go read Never Split the Difference, don’t waste your time with this one, here is why:
1. Voss worked as a negotiator, Camp did not
2. Voss’ examples are more clear, concrete and interesting
3. This book is not well organized and sections do not flow well together
4. This book does not give clear tactics though it does give some strategies

Note: the checklists at the end are somewhat helpful.

[Alexis · Rating 3 out of 5]

Gets bogged down a bit with ideas like mission and agendas which seem to be the author's own idiosyncratic way of conceptualizing the world and which he doesn't really expand on enough for me to understand. This is without my having read the first book though. But I really like the premise enough just by itself. Think of "Getting to Yes" and then think of the opposite. The idea is that when both parties feel comfortable saying "no," you get real answers to questions--rather than everyone frequently saying "yes" and not meaning it or "maybe" which is just as bad--which ultimately gets both parties what they need.

[Nicholas Strait · Rating 3 out of 5]

First half of the book had interesting insights. Nothing earth shattering, but solid tactics to implement. The last half of the book was repetition from the first half and not worth the read.

[Paulina Przyborowska · Rating 5 out of 5]

Well written with lots of great examples and advice. *audiobook

[Malachi · Rating 4 out of 5]

Will read again.
Lots of great notes and applicable take-aways.
It opens, and repeats frequently, to decrease and eliminate neediness.
In theory I agree with this.
That said, when starting a business, endeavour, etc., nearly every sale can be needed.
It would take some real intentionality to have such an extremely tight budget where every sale was not needed. It is achievable, but one would need to go into it with that mindset and have enough saved ahead of time and/or enough diversified income sources to not be "needy".
And I agree with that mindset - the book almost could have spent an opening chapter on that aspect and mindset alone. He discusses "neediness" compared to true needs (shelter, food, etc.) vs. perceived personal value from others. But again, every sale can make the difference between food and shelter bills or not, especially when starting out.
A lot of other helpful applicable mindsets, views, and applicable action items and notes.

[Andreea Andries · Rating 3 out of 5]

I would recommend this one! Yes it is commercial and shallow at times but makes some good points. Especially if you sit with negotiation all day.

[Steve · Rating 2 out of 5]

Like so many self help/business improvement books takes too long to say what could be said in a few pages. Horrible writing style!

[Pedro Jacob · Rating 4 out of 5]

Jim Camp's No system was recommended to me by some people who are leaders in their fields and after reading it, I can see why they hold No in such high regard. More experienced negotiators will probably find some parts of this book to almost be too obvious to be mentioned, but therein lies the trick: effective decision-making is all about staying on top of the fundamentals. Where some take issue with the repetition of the foundational principles of Camp's negotiation system, others will understand that to become a master in any field, one must first come to know its fundamentals back and forth until they become second nature. Ignore the pooh-poohing in some of the reviews here. The information in this book is gold and you'll do well to apply it, regardless of how apparent it may seem at first.

[Haylee Johnson · Rating 3 out of 5]

3/5! Listened to this one. It had great information and coaching tools for negotiation. It was (predictably) very directed towards sales but the examples and information would be able to be applied to any place you were to negotiate and it said as much. It was very in line with what I was expecting and looking for in the book.

The structure of the book was quite disjointed and made it difficult to follow along. It was very repetitive, (which I think was the point of it considering his coaching & tools). Similar sentences and examples were used to make the same point over and over. It made it easy to zone out, and when I did I would rejoin hearing the same information as I did 20 minutes prior. It was definitely too long, I think I could have got the same information out of half the time.

[Jon Finch · Rating 2 out of 5]

I bought this book based on the ratings from the other reviewers.

I was disappointed.

If you are brand-new to negotiations, then it doesn't matter very much which book you read first. Every book will tell you things like it's important to get as much information as you can, because this can aid your negotiation. If you didn't know that, this book will tell you.

This book is not terrible. Some of the points about the importance of keeping oneself somewhat detached emotionally, were rather well-written. Overall, however, the content-to-fluff ratio was quite low.

If you read Secrets of Power Negotiating you will be amply rewarded for your time. If you read this book, you'll invest a lot of time and get back little in return.

[Kyle · Rating 5 out of 5]

4.6/5 - This book is a f*cking masterpiece - I’m purchasing it, and going to work through it chapter by chapter like a textbook, applying it directly to my current professional pursuits. I know I’m pretty good with people, sales, and conversations, but the tools in this book have the potential to bring one from an intermediate to an expert in a big way in all these areas. I’ve worked in sales for a number of years now, and this book clarified and confirmed a few feelings I’ve had rattling around in my gut for a while related to closing and other sales practices. It was like a relief reading this book, calling out certain bullshit, and replacing it with rock solid systems. Love.

[David · Rating 4 out of 5]

I expected this book to be one of those that's just a single simple idea which was fully explained on the cover + 8 hours of anecdotes, but no

There's a surprising amount of substance to this, maybe 60% that I found interesting. Would recommend

[Aargee · Rating 4 out of 5]

Seems to be a very good book but this requires a lot of practice to be put in through the exercise mentioned in the book this way we should be able to learn the techniques and become a good negotiator

[Shayne · Rating 3 out of 5]

Interesting read for a non sales person. Certainly gave me some things to think about.

[Oleg Paralyush · Rating 5 out of 5]

It's one of the best insights into personal communication I've ever read about.

[Lydell Polanco · Rating 5 out of 5]

Excellent negotiation book. One of the best ones I've ever read apart from Start With The No. Counterintuitive to the typical way of negotiation, which makes it extremely interesting.

[Chris Humphrey · Rating 5 out of 5]

Great advice on a counter-intuitive mindset that benefits everyone.

[Rian · Rating 3 out of 5]

I mixed the notes from this book in with my never split the difference book.

[Gregp · Rating 3 out of 5]

6 out of 10

[Gijs Limonard · Rating 4 out of 5]

4 stars; not for the contents per se, not for the writing style; knowing that no is a valid, and complete answer is a message eminently worth sharing; in the pervasive, ubiquitous negotions at work and home, this simple, clear NO creates boundaries, reveals character and intent and, as the author so aptly puts it 'invites adult behavior'; recommended, the audible format is good.

[Melinda Hartnett · Rating 3 out of 5]

Audible. Some ideas and things to think about but not the strategy I would want to use. I didn’t finish.

[oldb1rd · Rating 5 out of 5]

Книга с подвохом. Сначала кажется одной из типичных методичек с банальными советами, но потом раскрывается букетом точечных практических сочетов. Именно тот случай когда автор долго запрягает, но он того стоит.

В целом, она не про умение говорить нет, а про умение оценивать обстановку, понимать свои цели, удерживать на них фокус и маневрировать для их достижения.

Эмоции и крайности - плохо, выдержка, хладнокровие, расчет и анализ ситуации - хорошо. Не набивай шишки на лбу перед алтарем компромиссов - защищай свои интересы и инвестиции. Не трясись от собственных предположений и ожиданий - будь чистым листом. Задавай открытые вопросы, скармливай оппоненту свои ключевые тезисы как ушлый сеошник - запросы Гуглу. Не бойся делать подсечки излишним эмоциям. Создавай видение, а не нудные презентации. Веди бортовой журнал, чтобы ничего не упускать и учиться на ошибках. В общем, паря/девуня, evolve, adapt, overcome.

Если это ваша первая книга в таком жанре - вам, скорее, всего зайдет. Если нет - что ж, освежите знания и переговорные софт скиллы.

Прочесть, однозначно, стоит.

[Lawrence Lewis · Rating 4 out of 5]

(Hoopla) (4.5 stars) Review to follow.

[Serjious Tsiulinsky · Rating 4 out of 5]

A few interesting notes on corporate negotiations, seasoned by tonnes of unnecessary text. In 2020 it would be just a good article on Medium

[Clarice · Rating 4 out of 5]

Again a great book on negotiation. A quick read although I found his first book had useful stories that made understanding how he does what he does easier to understand. This book, may be more or less enjoyable based on your own bias.

His first book goes into more depth about many issues, that this book presents in a somewhat briefer form. This book was edited in a way to streamline it. Both are good...buy either and you will be quite pleased.

[Joe · Rating 5 out of 5]

A complete corrective to the "win-win" orthodoxy. Camp's argument — that "no" is the most powerful word in any negotiation, and that needing the deal is the fastest way to lose it — is counter-intuitive at first and obvious in hindsight. I've found myself drawing on his ideas in commercial conversations and, frankly, in conversations with my teenage sons. The writing is direct, sometimes blunt, and all the better for it.

[Glenn Andrew · Rating 5 out of 5]

"Is a win-win or a draw outcome acceptable to you? If you don't think so, then this book is for you. Jim Camp skillfully presents a different system of negotiation where, as Jim says, the negotiation begins with "No." Great reading and one I highly recommend."

[Ed Barks · Rating 4 out of 5]

Jim Camp puts forth a terrific negotiating system, though he neglects to address how to proceed when the other party—as often happens—takes your “no” as a final stance. What do you do when they fail to understand the dance of negotiations?

[Dustin Walker · Rating 3 out of 5]

I enjoyed this book. It definitely puts a new perspective on the word "no" and has already helped improve my negotiation skills.