You cannot negotiate effectively if you are desperate. Camp demands you define your Mission (what you want to accomplish) and your Purpose (why you are doing it). If the deal doesn't fit the mission, you must be willing to walk away immediately.
After they say "No" or hesitate, shut up. Count to 10 in your head. They will fill the void with their real problems.
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Here are just a few of the key takeaways from "Start with No":
While we cannot host a copyrighted PDF here, the "15" often refers to one of two things: Start With No Jim Camp Pdf 15
The title of the book, Start With No , is often misunderstood. It does not mean you should be adversarial or rude. It means you should invite the other party to say "no" early and often.
Do not answer hypotheticals. Do not discuss "what if." Vagueness (ambiguity) is your friend until the final terms are clear. Force the other side to be specific; you remain general until the end. You cannot negotiate effectively if you are desperate
Most negotiators fear the word "no." They view it as a failure or a rejection. Camp teaches that "no" is actually the most powerful word in negotiation. Here is why: