Book Titles

Start With No
The Negotiating Tools that the Pros Don’t Want You to Know

By Jim Camp

Year Published: 2002
ISBN-13:
Categories: Conflict, Negotiation, Selling

205 Quotes Found

Quote Image Quote Page Number

Start With No:

…win-win is hopelessly misguided as a basis for good negotiating, in business or in your personal life or anywhere else.

1

Start With No:

In collective bargaining, a negotiator can be sent to jail for failing to bargain in good faith – for rejecting win-win, in effect.

7

Start With No:

Negotiating under the banner of win-win, you’ll have no way of knowing if you’ve made good and necessary decisions leading up to the compromise.

9

Start With No:

Win-win and compromise are a defeatist mind-set from the first handshake.

9

Start With No:

Sure win-win-sounds good! That’s exactly why it’s so dangerous and why you have to be so careful.

10

Start With No:

This is precisely how any practitioner learns his or her craft: through practice, study, making good and bad decisions, correcting the bad ones, more practice, more study, more decisions, more corrections.

12

Start With No:

Concentrating on what you can actually control in a negotiation – the means, not the end – simply works. The so-called contrarian suddenly becomes common sense.

14

Start With No:

Whether we like it or not, it really is a jungle out there in the world of business, and it’s crawling with predators.

19

Start With No:

Like all predators, we humans often take advantage of the fear-racked, the distressed; the vulnerable, the needy.

21

Start With No:

It is absolutely imperative that you as a negotiator understand the importance of this point. You do NOT need this deal, because to be needy is to lose control and make bad decisions.

22