Book Summary Preview : Start With NO

The Big Idea

We have heard about it before - the infamous win-win situation. Negotiators are told that their most important task is to find a situation where both parties come out happy or as “winners”.

Unfortunately, this is not always the case. In this book, Jim Camp, shows you how win-win situation are just fairy tales, and how you can make all the difference in your negotiations by starting with one very important word - NO.

Chapter 1 - Your Greatest Weakness in Negotiation: The Dangers of Neediness

It is important to remember that humans are, by nature, predators. This is especially true for negotiators. The same way animal trainers at the zoo always keep in mind that the animals they are handling are ready to pounce on anything they see as a weakness, so should you always keep in mind that when negotiating, it is important not to show any weakness. It is important not to show any neediness, because if you do, you lose.

“No Talk”

Talking and showing of need go hand and hand. The pitch and tone of your voice can betray your emotions. Most top negotiators speak only when needed, and even then in a cool, controlled manner.

Don’t Worry About Rejection

Fear of rejection (which stems from a need to be liked) is a sign of neediness. But, when you think about it, your adversary in a negotiation can’t truly reject you. They don’t have that sort of power and you should NEVER let them feel that they have that kind of power over you.

Wanting is Fine, Needing is Not

Neediness is something that must be avoided at all costs. Instead, try substituting the word “want” for “need”. For instance instead of telling yourself that you need a bright red sports car, tell yourself that you want a bright red sports car. You’ll be amazed at the difference a word makes...