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Start with No: The Negotiating Tools That the Pros Don't Want You to Know

3.96  ·  Rating Details  ·  366 Ratings  ·  24 Reviews
Think win-win is the best way to make the deal? Think again. It’s the worst possible way to get the best deal. This is the dirty little secret of corporate America.

For years now, win-win has been the paradigm for business negotiation—the “fair” way for all concerned. But don’t believe it. Today, win-win is just the seductive mantra used by the toughest negotiators to get t
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Hardcover, 288 pages
Published July 9th 2002 by Crown Business
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Doctor No by Ian FlemingAlexander and the Terrible, Horrible, No Good, Very Bad Day by Judith ViorstAnd Then There Were None by Agatha ChristieNo Country For Old Men by Cormac McCarthyA Woman of No Importance by Oscar Wilde
Just Say No!
100th out of 104 books — 27 voters


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Community Reviews

(showing 1-30 of 781)
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Erin
Sep 08, 2010 Erin rated it liked it
Sound and logical advice. I appreciated the author's perspective that you gain an edge in negotiations not by focusing on scheming (which generally carries negative connotations), but by understanding where your adversary is coming from; what is in their best interest and your best interest, and how to present the best possible case for what you want to happen. I also really appreciated his focus on honesty--being honest with yourself about what your goals are, being honest with your adversaries ...more
Viktor Zakharchenko
Mar 10, 2011 Viktor Zakharchenko rated it really liked it
Неоднозначные впечатления. С одной стороны - Кемп в пух и прах разносит стратегию вин-вин. За одно это книгу стоит прочесть. С другой - все советы выглядят так, как будто вы ведете переговоры с идиотами, которые не могут прочуствовать ваших уловок и манипуляций. Понятие "сильный переговорщик" в книге скорее представлено как "хитрый переговорщик". Лично я знак равенства ставить отказываюсь.
TarasProkopyuk
Aug 08, 2015 TarasProkopyuk rated it it was amazing
Shelves: talks, business
Если вы желаете стать профессиональным и даже хардкор переговорщиком, или же не быть "съеденным" таким же на переговорах значит "Сначала скажите НЕТ" должна быть "must read" для вас!

После прочтения таких книг по переговорам как "Договориться можно обо всем!" Гевина Кеннеди (https://www.goodreads.com/review/show...) и "Переговоры, которые работают" Стюарта Даймонда (https://www.goodreads.com/review/show...) уже не думал, что меня может существенно удивить какая либо другая книга из серии искусств
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Vladimir Tsebenko
Nov 18, 2014 Vladimir Tsebenko rated it it was amazing
Рус.

Дополнение книги Гэвина Кеннеди.

- отбросить эмоции "необходимости" и т.д.
Иван Ермолин
Конспект-анализ
Короткий конспект книги Джима Кэмпа «Сначала скажите нет»

Ко мне обратились клиенты с просьбой провести обучение продажников методикам, описанным в книге Джима Кэмпа «Сначала скажите нет». Типичная ситуация, когда клиенты хотят внедрить у себя «брэндованные» технологии. Большинство присутствующих на рынке программ обучения, в той или иной степени, являются калькированием книг известных авторов.

Кто-то указывает источники, большинство - нет. Эта книга известна мне давно, и была в сво
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Vaas
May 20, 2015 Vaas rated it liked it
“То, чем вы действительно можете управлять, — ваши собственные поведение и действия, а то, чем не можете, — их результат.”

“Мы чувствуем себя свободно и уверенно, когда видим человека, не соответствующего важным для нас критериям.”

“мудрый участник переговоров знает, что только один человек на переговорах может чувствовать себя «в порядке». Этот человек — его противник.”

“Несомненно, вы замечали, что хороший оратор или тренер в первые несколько минут своего выступления часто рассказывает какую-нибу
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Ryan
Feb 23, 2014 Ryan rated it it was amazing
Shelves: business, negotiation
The premise of Jim Camp's book is simple: The classic win-win style of negotiation is not all it's cracked up to be. In fact, Camp believes that good negotiating starts with "no."

In other words, "yes" is often a meaningless answer that hides objections, and "maybe" is worst of all. But if you say "no" or get a "no," this provides an opportunity for one party or the other to clarify what they really want out of the deal.

Camp walks through his entire system of negotiation, which goes far beyond th
...more
Rickey
Oct 11, 2011 Rickey marked it as to-read-more-if
On the cover of the copy I checked out from the library, the subtitle reads: America's Number One Negotiating Coach Explains Why Win-Win Is An Ineffective, Often Disastrous Strategy, and How You Can Beat It.

On page one, this author titles his introduction: Win-Win Will Kill Your Deal.

Underneath that title, he writes, amongst other things, "It all sounds so good, what stick-in-the-mud could possibly disagree that win-win is the model to use in negotiation? Well, I disagree. Based on my nearly twe
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Steve Thomasma
SANDLER SALES FOR NEGOTIATING

I loved this book. It is very similar to Sandler Sales. There is very practical advice and scripts you can use. The reason I did not give it 5 stars is because it jumped all over the place. it may have been helpful to have a negotiation from start to finish so this could be systematics. Still a very good book and worth reading.
Vlad Shakhuro
Aug 14, 2014 Vlad Shakhuro rated it it was amazing  ·  review of another edition
Учебник общения. Дает понимание об основной сложности переговоров — то, что вы воспринимаете, редко является тем, что думает собеседник — и методы борьбы с ней. Методы есть и простейшие (3+, эффект Коломбо), и фундаментальные (формулирование миссии, работа в мире собеседника).
William Chase
Jul 30, 2013 William Chase rated it it was amazing
Everyone can benefit from this book, even though it targets business people. His other book, "No: The Only Negotiation System YOu Need for Work and Home", has a broader focus. Jim's system is introduced Start With No, and when operated by someone who has mastered it, any and all problems that arise in negotiations become solveable. The book doesn't make you a master, but the smart reader will see it is a perfect introduction to a topic that impacts us all. Anyone who is concerned they are leavin ...more
Ilya Kalimulin
Dec 20, 2013 Ilya Kalimulin rated it it was amazing
Неожиданно интересная книга. Я всегда думал, что переговоры, это нечто неприятное, нудное и тупое. Теперь я так не думаю. Неожиданным стало то, что в книге о переговорах, рассказывается о самоорганизации, принятии решений и важности высокой самооценки. Больше всего удивился подробному описанию, как нужно принимать решения. До этого у меня около года вертелся осознанный вопрос, как же принимать решения. Я спрашивал знакомых людей, задавал вопросы, искал в литературе. Ещё больше этот вопрос висел ...more
Ronald
Apr 13, 2012 Ronald rated it really liked it
Shelves: business
This is one of the best books I have ever read. The skill of negotiation is used by everyone everyday but without thinking. This leads to a lot of things happening to us rather than because of us. The ideas in this book can be used everyday and are very practical. This first book by Mr. Camp is perhaps less slickly written than the second, he goes into depth whereas his second book is better edited. I have read both and recommend both.

He has been featured at Harvard and on more television shows
...more
Maxim Wegner
Dec 27, 2015 Maxim Wegner rated it it was amazing
Essential reading.

Biggest takeaways:

- your clients, business partners aren't your friends and you shouldn't treat them as such. Only efficiency and results count. Seems super obvious and it is, but only after re-reading it and discussing the matter with a friend who has recommended this book to me, it became crystal-clear what this actually means for my life and business.
- work on your position: don't start negotiations without a clear vision of your clients' pain and a strong position on how t
...more
Clint
Jan 21, 2016 Clint added it
Awesome :)
Emanuele Torre
Sep 03, 2011 Emanuele Torre is currently reading it
Enjoying it for now.
A lot of "make-sense" takeaways which are good to refresh every now and then.

Nevertheless I agree with those who took distance form the examples. Real world situations might vary a lot from those described in the book for context and complexity, and the examples should be intended as pedagogic tools for the reader.

Overhall an interesting book so far.
David Zerangue
Nov 09, 2010 David Zerangue rated it it was ok
Shelves: business
The author understands his stuff. A lot of common sense reading. Biggest takeaway is being transparent at the right times and never trying to one up the adversary. However, the author really should stay away from math. Chapter 9 gave me a good laugh. You can tell algebra was not his forte.
Gernot
Jan 26, 2014 Gernot rated it it was amazing
Shelves: management
A fresh view to negotiations and a split to "well known knowledge" like "win-win".

Its worth reading to the end where the main thesis is summed up with a call to action.

It is written with a good mixture of stories and "how to"s.
Sergey Pustylnikov
Jun 09, 2011 Sergey Pustylnikov rated it really liked it
I thing this is a good reading after the "seven habits" of Covey. Win-win doesn't win always and this should be kept in mind. But this book doesn't look like a good receipt for any case. There should be a balance in the strategies applied.
Ein
Sep 01, 2012 Ein rated it liked it
Shelves: useful
Интересные мысли и тезисы есть, и наверное это даже будет полезно. Но написано довольно коряво (перевод тоже не фонтан) и вдвое длиннее, чем стоило бы. 3.5 звезды, попробовать стоит.
Brian Howard
Sep 30, 2014 Brian Howard rated it liked it
The first half was great. Then, like so many other books, the content dropped off in the last half. First half, I'd give it a 4 1/2 stars. The last half, I'd give it 1 1/2 stars.
Vasily
Sep 01, 2012 Vasily rated it it was amazing  ·  review of another edition
Probably the only self-help book that actully helps )
Кирилл
Jun 27, 2013 Кирилл rated it really liked it
interesting, if you just starting to negotiate with others
Tamara
Aug 30, 2014 Tamara rated it liked it
Too many repetitions
Salem
Salem marked it as to-read
Feb 10, 2016
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Feb 09, 2016
Fabrikantov
Fabrikantov marked it as to-read
Feb 08, 2016
Anastasija Chernova
Anastasija Chernova rated it liked it
Feb 03, 2016
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Valery marked it as to-read
Feb 01, 2016
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Rafał marked it as to-read
Jan 31, 2016
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