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" Start with no : "
Jim Camp.
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BL
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| Record Number
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1040071
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| Doc. No
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b794441
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| Main Entry
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Camp, Jim.
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| Title & Author
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Start with no : : the negotiating tools that the pros don't want you to know /\ Jim Camp.
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| Edition Statement
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1st ed.
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| Publication Statement
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New York :: Crown Business,, ©2002.
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| Page. NO
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ix, 271 pages ;; 22 cm
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| ISBN
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0609608002
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: 9780609608005
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| Notes
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Includes index.
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| Contents
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Introduction : Win-win will kill your deal -- Your greatest weakness in negotiation : the dangers of neediness -- Columbo effect : the secret of being not okay -- Start with no : how decisions move negotiations forward -- Success comes from this foundation : develop your mission and purpose -- Stop trying to control the outcome : focus on your behavior and actions instead -- What do you say? : fuels of the camp system : questions -- How do you say it? : more fuels of the camp system -- Quiet your mind, create a blank slate : no expectations, no assumptions, no talking -- Know their pain, paint their pain : work with your adversary's real problem -- Real budget and how to build it : the importance of time, energy, money, and emotion -- Shell game : be sure you know the real decision makers -- Have an agenda and work it : ride the chaos inherent in negotiation -- Present your case--if you insist : beware the seductions of powerpoint -- Life's greatest lesson : the only assurance of long-term success -- Conclusion : dance with the tiger! : thirty-three rules to remember.
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| Abstract
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An introduction to business negotiation presents a decision-based strategy designed to promote effective results and includes examples from such companies as Texas Instruments and Federal Express on how to close a deal.
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| Subject
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Negotiation in business.
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Négociations (Affaires)
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Negotiation in business.
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| Dewey Classification
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658.4/052
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| LC Classification
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HD58.6.C36 2002
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