Start with no : the negotiating tools that the pros don't want you to know /
Camp, Jim.
Start with no : the negotiating tools that the pros don't want you to know / Jim Camp. - 1st ed. - New York : Crown Business, c2002. - ix, 271 p. ; 22 cm.
Includes index.
Introduction : Win-win will kill your deal -- Your greatest weakness in negotiation : the dangers of neediness -- Columbo effect : the secret of being not okay -- Start with no : how decisions move negotiations forward -- Success comes from this foundation : develop your mission and purpose -- Stop trying to control the outcome : focus on your behavior and actions instead -- What do you say? : fuels of the camp system : questions -- How do you say it? : more fuels of the camp system -- Quiet your mind, create a blank slate : no expectations, no assumptions, no talking -- Know their pain, paint their pain : work with your adversary's real problem -- Real budget and how to build it : the importance of time, energy, money, and emotion -- Shell game : be sure you know the real decision makers -- Have an agenda and work it : ride the chaos inherent in negotiation -- Present your case--if you insist : beware the seductions of powerpoint -- Life's greatest lesson : the only assurance of long-term success -- Conclusion : dance with the tiger! : thirty-three rules to remember.
0609608002
2001047742
Negotiation in business.
HD 58.6 / .C36 2002
Start with no : the negotiating tools that the pros don't want you to know / Jim Camp. - 1st ed. - New York : Crown Business, c2002. - ix, 271 p. ; 22 cm.
Includes index.
Introduction : Win-win will kill your deal -- Your greatest weakness in negotiation : the dangers of neediness -- Columbo effect : the secret of being not okay -- Start with no : how decisions move negotiations forward -- Success comes from this foundation : develop your mission and purpose -- Stop trying to control the outcome : focus on your behavior and actions instead -- What do you say? : fuels of the camp system : questions -- How do you say it? : more fuels of the camp system -- Quiet your mind, create a blank slate : no expectations, no assumptions, no talking -- Know their pain, paint their pain : work with your adversary's real problem -- Real budget and how to build it : the importance of time, energy, money, and emotion -- Shell game : be sure you know the real decision makers -- Have an agenda and work it : ride the chaos inherent in negotiation -- Present your case--if you insist : beware the seductions of powerpoint -- Life's greatest lesson : the only assurance of long-term success -- Conclusion : dance with the tiger! : thirty-three rules to remember.
0609608002
2001047742
Negotiation in business.
HD 58.6 / .C36 2002