TY  - BOOK
AU  - Camp,Jim
TI  - Start with no: the negotiating tools that the pros don't want you to know 
SN  - 0609608002
AV  - HD 58.6 .C36 2002
PY  - 2002///
CY  - New York
PB  - Crown Business
KW  - Negotiation in business
N1  - 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
UR  - http://www.loc.gov/catdir/description/random048/ 2001047742.html
ER  -