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

by Jim Camp

You’re not expecting a mistake-free performance; your neediness is under control. I suggest beginning this first test negotiation with a five-step process. First, you make certain you have a good, strong mission and purpose that’s set in the world of your adversary, one that is designed to let the adversary see and decide that the benefits and features of your product or service or whatever are what they wish to acquire. (See chapter 4.) Second, you make sure that you know the adversary’s real pain—the real reason they’re negotiating. You ask questions, you create vision. (See chapter 9.) Third, you assess all the budgets involved—time-and-energy, money, and emotional investment—for both you and your adversary. You never forget about these budgets, you monitor them at all times, and you see how they seem to be influencing the decisions on both sides. (See chapter 10.) Fourth, you make certain you’re dealing with the real decision makers. (See chapter 11.) Fifth, you don’t make a phone call, you don’t write an e-mail, without writing down an agenda for that phone call or e-mail. (See chapter 12.)