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:

As a rule, the bigger the organization the more complex and confusing the decision-making process can be.

204

Start With No:

Many times, the adversary does not even know its own decision process as it directly concerns your negotiation. You will have to help them figure it out.

204

Start With No:

…be ready for unearthing multiple decision makers, and be able and willing to negotiate with each and every one of them.

208

Start With No:

We know we are replaceable, because we’ve seen the company plow ahead even if the CEO drops dead, but we want to mean something in the bigger scheme of things. We want to make a beneficial difference.

208

Start With No:

Great leaders surround themselves with great blockers who love the game. You can count on this. Prepare for the person in a negotiation who loves the game.

209

Start With No:

Once you have determined who the real decision makers are, it’s often hard to get to them because of the blockers standing in the way. If you can’t go around or over the blockers, you’ll never get your deal.

209

Start With No:

…the purchasing office should never be in a negotiation… The more power the old team gave to purchasing, the less effective they became.

210

Start With No:

Don’t just get around the blocker, but also get a useful introduction from the blocker. This is much easier to do when you understand what the blocker is really doing, which is trying to feel okay.

212

Start With No:

In all fields, the most successful people deal with the most difficult problems directly. Negotiation is no different.

216

Start With No:

Your ability to identify the greatest problems and then to bring them into the negotiation head-on by way of an agenda will exponentially improve your record.

216