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Start with No: The Negotiating Tools that the Pros Don’t Want You to Know by Jim Camp PDF

نویسنده: Jim Camp

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Start with No introduces a system of decision-based negotiation that teaches you how to understand and control these emotions. It teaches you how to ignore the siren call of the final result, which you can’t really control, and how to focus instead on the activities and behavior that you can and must control in order to successfully negotiate with the pros.

The best negotiators:
aren’t interested in “yes”—they prefer “no”
never, ever rush to close, but always let the other side feel comfortable and secure
are never needy; they take advantage of the other party’s neediness
create a “blank slate” to ensure they ask questions and listen to the answers, to make sure they have no assumptions and expectations
always have a mission and purpose that guides their decisions
don’t send so much as an e-mail without an agenda for what they want to accomplish
know the four “budgets” for themselves and for the other side: time, energy, money, and emotion
never waste time with people who don’t really make the decision

Start with No is full of dozens of business as well as personal stories illustrating each point of the system. It will change your life as a negotiator. If you put to good use the principles and practices revealed here, you will become an immeasurably better negotiator.