NO
作者： Camp
出版社：Random House US 2007年06月
简介：
Jim Camp, the world’s #1 negotiating coach, shows how torelease the emotional pressure that’s part of any negotiation byusing his proven system of safe, decision-based negotiation thatenables you to meet all your objectives without needless, wastedcompromises or giveaways.
? Out of the blue your best customer demands a huge discount—orelse he takes his business elsewhere.
? You think you finally have a buyer for your home, but then atthe last minute she demands that you pay for new landscaping of theyard—or no deal. There are plenty of other properties for sale, andshe says she’ll walk.
? Your son is having trouble in school, and you have to thinkabout how to deal with his “my way or the highway” teacher.
When confronted with these—and innumerable other—day-to-daynegotiating challenges at work and in your personal life, mostpeople start to guess about how much they should give up incompromise to make the other side happy (“I’ll just meet themhalfway, and we can put this problem to bed”).
Jim Camp has a better way for you to negotiate:
NO.
Saying “no” is not about being hard-nosed or intransigent.Rather, it stops everyone in their tracks, clears the air, andallows you to get at what the real issues are. It is a proven andan amazingly effective system that avoids unwarranted assumptions,needless compromises, and wild guesses, showing:
? How to stop being needy, banishing emotional responses such as“I must keep this customer’s business” or “I have to sell thishouse now,” and start focusing on what you cancontrol—yourself
? Why in a negotiation the two worst things to hear are “yes” and“maybe”
? How to get to the heart of the issue through the art andscience of asking great questions
? How to find out who the real “decider” is and stop negotiatingwith the unqualified
We live in a compromise- and assumption-based world, but Jim Campflips conventional wisdom on its head and in the process makes youa more effective negotiator with clients, customers, spouses, kids,neighbors, and coworkers. Through Camp’s system you’ll find that“no” is just the start of the negotiation, not the end of it. Withit, you’ll get everything you want and you’ll build solidrelationships with those you negotiate with.
