Start With No
By Jim Camp
*A Book Review*
by Michael C. Gray
© 2022 by Michael C. Gray
Author Jim Camp's approach to negotiation was controversial when he introduced it.
The popular notion at that time was to "Get to Yes" or "Getting the Double Win."
Jim Camp found a negotiation didn't become serious until the other party said "No."
When you think about it, our natural reaction to a proposition is "No." When approached by a salesperson in a store, we naturally say "I'm just looking." When a salesperson makes a cold call on the telephone, we say, "No, thank you." And hang up the telephone.
Jim Camp gives a "start with no" approach that can help diffuse these reflexive reactions.
According to Jim Camp, the "double win" approach usually has disastrous results. The problem is the other party isn't committed to a "double win" result. The other party wants to simply win. They will use "double win" language to walk all over you.
To me, the most thought-provoking thing that I got out of this book is the fragile nature of a contractual agreement. Despite the possibility of legal action, the only thing holding a contractual agreement together is the goodwill of the parties.
Sometimes that can be a good thing. If the economics of an agreement would bankrupt your business, you can be honest with the other party and ask to renegotiate.
Sometimes it can be disastrous when the other party refuses to honor the agreement, such as when they don't timely meet their agreement for payment.
Jim Camp gives approaches and model language for scenarios like these. He gives ethical approaches to deal with unethical situations.
All of us have to negotiate at different times in our lives, whether making a sale, collecting a late payment, persuading our children to do their chores, or deciding where to go on a vacation with our significant other.
You'll learn approaches to negotiate more effectively for better outcomes when you get and study a copy of Start With No.
Buy it at Amazon: Start with NO...The Negotiating Tools that the Pros Don't Want You to Know.
For our new reviews of business and self-improvement books, subscribe to our newsletter, Michael Gray, CPA's Tax & Business Insight!
Home Business Building Blog Introduction Seven Habits Business Improvement Book Reviews Need Help? Links