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Publisher's Summary

The system of negotiation that will increase your level of success. 

Jim Camp, the world’s number one negotiating coach, shows how to release the emotional pressure that’s part of any negotiation by using his proven system of safe, decision-based negotiation that enables you to meet all your objectives without needless, wasted compromises or giveaways. 

Learn what to do when:

  • Out of the blue your best customer demands a huge discount - or else he takes his business elsewhere. 
  • You think you finally have a buyer for your home, but then at the last minute she demands that you pay for new landscaping of the yard - or no deal. There are plenty of other properties for sale, and she says she’ll walk.
  • Your son is having trouble in school, and you have to think about how to deal with his my-way-or-the-highway teacher.

When confronted with these - and innumerable other - day-to-day negotiating challenges at work and in your personal life, most people start to guess about how much they should give up in compromise to make the other side happy (“I’ll just meet them halfway, 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, and allows you to get at what the real issues are. It is a proven and an amazingly effective system that avoids unwarranted assumptions, needless compromises, and wild guesses, showing: 

  • How to stop being needy, banishing emotional responses.
  • Why in a negotiation the two worst words to hear are yes and maybe.
  • How to get to the heart of the issue through the art and science of asking great questions.
©2019 David DeSantis (P)2019 David DeSantis

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informative!!!

I will be listening to this several times as I found the information helpful and insightful. this in my opinion is a must for anyone who must negotiate, which is all of us.

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  • Joe Diablo
  • 2019-12-03

Feel Free to Disregard This Review

This book has the distinct advantage of being narrated by its author, who has a lovely and compelling speaking voice.

I would recommend it as a companion to Never Split The Difference by Chris Voss.
You should actually read NSTD first, to get a handle on the nuts and bolts of optimal negotiation conversation - that is, what you actually say when you're talking to the other person.
Then read this book. Here you get a practical step by step system to guide you, to keep you from getting mired in neediness and assumptions.

The author speaks at length about neediness and assumptions in a negotiation.
You should soak in every word. It will save your ass.

12 people found this helpful

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  • RR
  • 2019-07-05

Great resource

Listening again right now to take notes. Invaluable resource. Looking forward to employing these steps to become a better negotiator.

2 people found this helpful

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  • Daniel Rojecki
  • 2019-12-21

NEEDINES KILLS YOUR NEGOTAITIONS

Essentially there is little new insights this book. Many of the concept can be recognized in Getting to YES. For example, the chapter on neediness is similar to building a strong BATNA. Chapter on mission on and vison is in practice the same as figuring out your (and your counterparts) interest and goals. Last but not least preparation and practice makes perfect. (nothing new there)

If you are a fan of Never Split the Difference by Chris Voss. You will notice that some of the concept in this book is in inspired by Jim Camp.

Nevertheless, negotiating styles are personal and i definitely got something out of this book that i will apply in my negations moving forward.

1 person found this helpful

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  • RayRay79
  • 2019-12-11

You want this negotiation technique

Very simply put, this book discusses how humans operate in patterns of interaction. It’s funny how this stuff should be obvious but it’s not until someone points it out. “No,” isn’t negative. It invites people to feel secure in themselves and slows down a negotiation. Recommended by Chris Voss, FBI negotiator. Read his book, too!

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  • Mr. 456
  • 2019-10-08

You Don't Have To Get This Book If You Don't Want

However, if you do this book will give you several tips/tactics to take your sales to a whole new level. The book covers mindset, sales/negotiation and a contrarian philosophy that I will be applying.

1 person found this helpful

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  • Nathaniel L Maclaughlan
  • 2021-03-23

Original verision of "Start with No"

After listening to and reading and cheat sheeting Start With No I found myself wanting more from Jim Camp. I found this audible. What I found was amazing. The revised edition of this book is called "Start with No" and it is narrated by Robert and he is amazing but there are still in almost each chapter of this original stories, key points and details that are left out of the newest edition. IF you are serious about understanding the Camp System this is a must buy. What is going to hurt to hear Jim Camp himself teach his own material? How is it going to fail you to take your studies further? It wont and some of the things in this book that are left out of the revised version are pricelss! For example Jim Camp in this orginal version breaks down in further detail "Strip lining" and even points out hard strip lines. I found that not to be in the revised edition like it was outlined in this original. If you want to master the craft of expert negotiating and communication this is a must read. If you are a Camp System supporter then it's a give in... buy the book.

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  • Tony Garzia
  • 2021-01-11

great book

The narrator was fantastic you still must buy the book to do the test drives and learn the journal and questions. I chose the audible version because I am in the car a total of 3 hours A-day and get a lot more done I will do this one more time before buying the book. I have used some of his techniques already and they have giving me a positive outlook and they do work

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  • E. Hofferbert
  • 2020-11-30

Fantastic book!!!!!

Fantastic book and my only regret is that I did not read it 30 years ago....do yourself a favor....read the book and then read it again and again!!!!

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  • jeff say
  • 2020-10-11

Smart

A bit dry and redundant. It is however, a smart read. It's obvious the author knows what he is talking about here.

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  • William Bowser
  • 2020-09-24

NO is awesome and transformative

Narrated very well by the author. Changed my outlook on negotiation and communication. five stars