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Start with No: The Negotiating Tools That the Pros Don't Want You to Know (Englisch) Gebundene Ausgabe – 9. Juli 2002

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  • Gebundene Ausgabe: 288 Seiten
  • Verlag: Crown Business; Auflage: 1 (9. Juli 2002)
  • Sprache: Englisch
  • ISBN-10: 0609608002
  • ISBN-13: 978-0609608005
  • Größe und/oder Gewicht: 14,6 x 2,5 x 21,6 cm
  • Durchschnittliche Kundenbewertung: 4.5 von 5 Sternen  Alle Rezensionen anzeigen (2 Kundenrezensionen)
  • Amazon Bestseller-Rang: Nr. 119.114 in Fremdsprachige Bücher (Siehe Top 100 in Fremdsprachige Bücher)

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Start with No, by negotiation coach Jim Camp, is a tenaciously contrarian guide to the art and science of give-and-take that proposes a viable alternative for today's prevailing "win-win" approach. Beginning with an inverse premise--that having the right to say "no" and veto any agreement is actually the key to favorably concluding the various deals and transactions we face every day--Camp's procedure counters the common emotion-based urge to compromise ("a defeatist mind-set from the first handshake") with a series of less intuitive decision-oriented actions. "My system teaches you how to control what you can control in a negotiation," Camp writes. "When you do so, you can and will succeed (understanding that success sometimes means walking away with a polite good-bye)." Emphasizing the importance of this underlying attitude, his method combines related steps like defining a mission, understanding the adversary, assessing fiscal and emotional investments, preparing an agenda, and tracking behavior. Each is fully explained, as are associated skills such as how to structure a question to elicit a truly helpful response (e.g., "What else do you need?" vs. "Is there anything else you need?"). Despite its unorthodox manner, if diligently applied, the route that Camp details here may indeed produce winning results. --Howard Rothman


“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

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Von Amazon Customer am 28. September 2006
Format: Gebundene Ausgabe Verifizierter Kauf
Jim Camp beschreibt sein System für Verhandlungen, welches sich in vielen Dingen von dem bekannten Win-Win-Verfahren unterscheidet.

Das Buch von Jim Camp gibt viele Anregungen, die unmittelbar in die Praxis umgesetzt werden können. Hierbei halte ich den Hinweise "Quiet Your Mind, Create a Blank Slate" für den wichtigsten, weil ich diesen bisher noch nicht kannte, aber sofort verstand, warum er wichtig ist.

Dieses Buch sollte von jedem gelesen werden, der häufig verhandeln muss. Es kann sein, dass man überhaupt nicht mit der vorgeschlagenen Methode einverstanden ist, doch mit Hilfe dieses Buches hat man die Möglichkeit seine eigene Methode zu hinterfragen und zu verbessern.

Das Buch ist so geschrieben, dass es Spaß macht es zu lesen. Da die Redundanzen bewusst gesetzt sind, kann dieses Buch sogar vor dem Einschlafen oder in der Wanne studiert werden.

Ein lesenswertes Buch, welches mit 4 Sterne zu bewerten ist.
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Format: Gebundene Ausgabe
"Start with No: The Negotiating Tools That the Pros Don't Want You to Know" is another book in my "damn, I wish I had discovered it years before!" category.

Jim Camp is pointing out vital parts of any negotiation. Anyone in sales probably read a book or two about this topic already, but his approach is refreshingly different - and based on years of (successful) practise.

If you decide to get better at what you do, you should also consider buying "How to Sell at Prices Higher Than Your Competitors" by Lawrence L. Steinmetz and William T. Brooks.
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80 von 84 Kunden fanden die folgende Rezension hilfreich
Conventional Wisdom be damned! Bring the Contrarian. 14. November 2002
Von R. Shaff - Veröffentlicht auf
Format: Gebundene Ausgabe
Jim Camp is new to me but will most likely become quite a bright albeit controversial figure in management circles. Mr. Camp's new offering, START WITH NO, specifically debunks the methodology we were all taught in Negotiation 101...achieve "win-win" at all costs. Mr. Camp says NO, with a capital N, to this weak, antiquated negotiating objective.
Mr. Camp introduces his theory, "...I believe win-win is hopelessly misguided as a basis for good negotiating, in business or in your personal life or anywhere else." So begins his treatise encapsulated in contrarian thinking toward negotiations of any type. Win-win, posits Mr. Camp, is an invitation to lose. While conventional tutelage is grounded in give-and-take compromise, Mr. Camp's negotiating foundation begins with giving or taking a No. Empowering an opponent to say No is power, according to Camp.
Mr. Camp quotes the ever-popular negotiating gem, GETTING TO YES, and its basic definition of a "wise agreement." A wise agreement meets the legitimate interests of each side to the extent possible, resolves conflicting interests fairly, is durable, and takes community interests into account. Camp's theory is that compromise is implicit within this definition, perhaps explicit. His question: Why in the world compromise before you're certain you have to?
Mr. Camp offers the reader an indepth view of why saying No is beneficial to a negotiator amongst an abundance of wisdom, tactics and observations from years of negotiation coaching. In the end, Mr. Camp leaves us with "The Thirty-three Rules" of negotiating. A few of these, which fly in the face of the conventional win-win theory:
- Your job is not to be liked. Its to be respected and effective.
- Never enter a negotiation-never make a phone call-without a valid agenda.
- You do not need it. You only want it. {a very key attribute regardless the theoretical camp in which one resides}
- The value of the negotiation increase by multiples as time, energy, money, and emotion are spent.
- "No" is good, "yes" is bad, "maybe" is worse.
- "Our greatest strength is our greatest weakness (Emerson).
All this said, Mr. Camp has presented an extremely cogent view of why win-win is outdated and outmoded. However, there are always situations wherein weakness is the position in which one begins providing a gauntlet of hurdles to clear before reaching the proprietary level of success. Consequently, it is my conclusion that, while Mr. Camp's methods are unorthodox and unconventional, they can be of great assistance to a negotiator who understands that each negotiation has its own set of facts and circumstances. No single negotiation exists in a vacuum.
Commingled utilization of Mr. Camp's methodology along with emotion-neutral theories should prove valuable to the negotiating professional. A good solid read that should be part of any negotiators' library.
61 von 64 Kunden fanden die folgende Rezension hilfreich
A real eye-opener for anyone negotiating anything 14. März 2004
Von Joanna Daneman - Veröffentlicht auf
Format: Gebundene Ausgabe Verifizierter Kauf
I was VERY impressed with Jim Camp's "Start with No." In under 300 pages, the author gets his point across succinctly and powerfully; negotiations don't begin with "Yes" (which might even be a lie) or "Maybe" which is worse than useless. They begin with "No" and giving permission for the other party to say "no."
The brilliance of the "no" can be the important "way out" in a negotiation, where one party is offered a graceful exit to avoid the sense of feeling trapped or tricked. And it's also the path to finding out what they really need or really can accept. But it's much more than that.
Camp informs the reader that previous theories of negotiation such as "Win-Win" are pure bunkum; in negotiation, sometimes someone wins and someone else loses. But the long-term outcome may be quite different--what might have been compromised into a mediocre solution by win-win can often be better for both parties when one loses at the outset. Case in point; a contract is drawn up with terms that one party can no longer fulfill. It's time to renegotiate the contract despite the terms and conditions. Why? What if the contract specified that a vendor sell at a price that would drive them out of business? If the buyer NEEDS that product, they'd better negotiate rather than fail to receive the product. Going elsewhere to find it could be more costly than the re-negotiated price.
Camp's experiences are in direct contrast to some of business guru Stephen Covey's "Seven Habits of Highly Successful People", which I thought was quite interesting. To remind you, the habits are:
1- Be Proactive
2- Begin with the End in Mind
3- Put First Things First
4- Think Win/Win
5- Seek First to Understand, Then to Be Understood
6- Synergize
7- Sharpen the Saw
Mr. Camp actually has no issue with the majority of these habits, but he disagrees vehemently with two of the seven principles: #2--begin with the end in mind, and #4 Think Win/Win. In the case of negotiation, sometimes, Mr. Camp informs us, it's better not be so focused on the goal i.e, getting the lowest price, making that sales quota for that month) lest you appear needy. What's more, being too focused on your own goal might cause you to make dangerous assumptions or fail to realize the underlying situation. And Camp scoffs at the idea of win-win, giving the reader plenty of real-life examples where losing either was just that...losing, or was a neutral outcome (no win, but better than other potentially worse outcomes.)
I recommend this book to anyone getting ready to negotiate nearly anything, from extended bedtimes for your kids, to a refinanced mortgage to a multi-million dollar deal. Excellent material here from this experienced contrarian.
70 von 77 Kunden fanden die folgende Rezension hilfreich
Advertisements for Himself 20. März 2006
Von louienapoli - Veröffentlicht auf
Format: Gebundene Ausgabe
It's probably impossible to accurately review a book on negotiation until you've had time to try the book's ideas. Having just read it, it's difficult to say whether the techniques will be effective. That said, the book is a collection of negotiating tactics--behavior, really. Some sound very useful, e.g., "Blank slate" your mind, meaning take your focus off of the desired outcome and concentrate on the process itself. Which dovetails with another point about never letting yourself be driven by a sense of neediness, only by a detached sense of "I want it but I can live without it if the terms aren't right." The book's tone is slick. You won't find the dispassionate, thoughtful voice in books like Getting To Yes (Camp's nemesis) or Bargaining for Advantage. Camp's unwitting mentor seems to be Herb Cohen's books on negotiating, and he borrows Cohen's slick conversational style. One problem with Camp's approach is that it is his retort to "win-win" negotiating, a style Camp claims is harmful, and for which he blames Getting to Yes for introducing. But if you check Yes, you'll find that nowhere does it advocate the softheaded approach Camp ascribes to it. And whereas Yes advocates preserving the relationship with the other side if possible, Camp asserts that you cannot worry about this and must not let it be a concern. As for the title, Start With No, it never seems to be entirely clear what it means, other than a catchy slogan that seeks to position the book as an answer to Getting to Yes. Camp uses the book as a less-than-subtle advertisement for his training seminars and programs, and hints that while the book is useful, it might not impart real negotiating chops in itself--without further instruction from the master. And his website takes a hardsell approach to getting you to "register" so they can presumably harangue you to buy more material, e.g., CDs, tapes, etc. I came away from the book with the feeling that it contains less useful information than I had hoped, though it does succeed in imparting the view that the person on the other side of the table is not a colleague or "negotiating partner" but your adversary, who must not be trusted. Whether this view is useful depends, I suppose, on the players, the circumstances, etc. Start With No is an interesting addition to your negotiation library, but it doesn't really qualify as a landmark, must-have text on the subject.
20 von 21 Kunden fanden die folgende Rezension hilfreich
How to Avoid Making Unnecessary Compromises 27. Januar 2004
Von Robert Morris - Veröffentlicht auf
Format: Gebundene Ausgabe
For various reasons, many people are convinced that any negotiation should be concluded on a win-win basis. That is, all who are directly involved walk away with something...or at least think they have. (Back to that point in a moment.) In this volume, Camp asserts that win-win is emotion-based, therefore unreliable and often self-defeating. He claims that the most effective negotiators take a decision-based approach which he explains step-by-step. "What is the poison that resides at the heart of the big lie which is win-win? You've heard of the deadly stuff. It's called [in italics] compromise....Why in the world compromise before you are certain you have to? Sometimes you do, and that's fine, but often you don't, and that's better. The key point is that with the win-win mindset, [in italics] you'll never know which it is."
Here a brief excerpt from Richard Tedlow's The Watson Dynasty in which he discusses a sales strategy used effectively by Joseph Crane who, when National Cash Register's salespersons encountered arguments and objections for which they were unprepared, recommended this response: "Why, that's just the very reason you should have one!" Crane was a great salesman from whom Thomas H. Watson Sr. learned a great deal while employed by NCR. In this instance, as Tedlow explains, "A prospect has just advanced a reason why he should not buy a register. He encounters [in the response by the NCR salesperson] not hesitation, not argument, not refutation. Rather, he is told that his reason not to buy is actually the reverse of what he thought it was. Once again, the magic lay in putting the salesman on the same side of the customer. Crane put the customer in the position of arguing with himself while agreeing with the salesman." Perhaps Camp agrees with me that the single worst mistake in any negotiation, the single most common mistake, is to argue against yourself.
According to Camp, there is a significant difference between perception and reality insofar as a win-win resolution is concerned. That is, if the other party walks away thinking that she or he has "won" something, fine. However, Camp insists, "win-win is often win-lose because it invites unnecessary compromise, because it is [in italics] emotion-based, not [in italics] decision-based, and because it plays to the heart, not to the head." He carefully organizes his material within 14 chapters which introduce, one by one, the principles and practices of his system. In the final chapter, Camp shares what he considers to be "Life's Greatest Lesson: The Only Assurance of Long Term Success" and then in his Conclusion, he offers 33 "rules to remember."
I have previously reviewed several excellent books on the subject of negotiation, each of which (to varying degree) recommends a win-win approach. Obviously, Camp totally disagrees with that approach and explains why. It remains for each reader of this commentary to consider carefully all manner of values, mindsets, strategies, and tactics which these books advocate, then decide for herself or himself which are most appropriate. My own opinion (for whatever it may be worth) is that the decision-based approach is preferable to the emotion-based approach; also that, if at all possible, the resolution of any negotiation serves the best interests of everyone involved. In the final analysis, however, "charity begins at home."
28 von 31 Kunden fanden die folgende Rezension hilfreich
Camp Changed My Life 7. März 2005
Von Lynda Nuss - Veröffentlicht auf
Format: Gebundene Ausgabe Verifizierter Kauf
I picked up "Getting to Yes" in my first year of law school -- and quickly got tired of getting my rear handed to me every time I entered a negotiation. But I never found anything better until I picked up this book. Contrary to the folk wisdom that had been passed down to me, you don't have to be a tough, table-pounding, take-no-prisoners jerk to win a negotiation. Camp's style is unfailingly helpful and polite -- I could see my mother doing it -- but at the same time tough as nails. (Perhaps this explains why my mother always gets her way....) And although Camp (quite justifiably) spends a lot of time bashing "Getting to Yes," his style also looks for creative resolutions and synergies when they can be found. I just got through a particularly tough negotiation with my mission and purpose intact, giving my adversary the opportunity to say no at every turn, and I've never felt better. Thanks, Jim!
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