Camp Jim Start with No: The Negotiating Tools That the Pros Don`t Want You to Know 9780609608005

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Автор: Camp Jim
Название: Start with No: The Negotiating Tools That the Pros Don`t Want You to Know
Перевод названия: Начните с нет : правила ведения переговоров, которые Вы не должны были знать
ISBN: 9780609608005
Издательство: Random House (USA)
Классификация:

Деловые переговоры

ISBN-10: 0609608002
Обложка/Формат: Hardcover
Страницы: 288
Вес: 0.41 кг.
Дата издания: 31.07.2002
Язык: English
Размер: 149 x 216 x 28
Подзаголовок: The negotiating tools that the pros don`t want you to know
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Поставляется из: США
Описание: Start with No offers a contrarian, counterintuitive system for negotiating any kind of deal in any kind of situationthe purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner.

Think a win-win solution is the best way to make the deal? Think again.

For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often.

Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal.

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 cant 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:
* arent interested in ;yesthey 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 partys 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
* dont 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 dont 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.

Start with No: The Negotiating Tools That the Pros Don`t Want You to Know, Camp Jim