START WITH NO: THE NEGOTIATING TOOLS THAT THE PROS DON'T WANT YOU TO KNOW

Think win-win negotiating 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 negotiating has been the paradigm for business negotiation -- the "fair" way to negotiate for all concerned. But don't believe it. Today, win-win negotiating is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Have you ever heard someone on the other side of the negotiating table say, "Let's team up on this, partner"? It all sounds so good, but those negotiators take their naive "partners" to the cleaners, deal after deal. Start with No® shows you how negotiators accomplish this. It shows you how such negotiations end up as win-lose. It exposes the negotiating scam for what it really is. And it guarantees that you'll never be a victim of a negotiation again.

Win-win negotiations play to your emotions. These negotiations take advantage of your instinct and desire to make the deal. Start with No® teaches you how to understand and control these emotions. It teaches you how to ignore the siren call of the final negotiation result, which you can't really control, and how to focus instead on the negotiating activities and behavior that you can and must control in order to negotiate with the pros. Start with No® introduces a system of decision-based negotiation training.

Never again will you feel out of control during a negotiation. Never again will you compromise unnecessarily. Never again will you lose a negotiation.

The best negotiators:

• aren't interested in "yes" -- they prefer "no"
• never, ever rush to close the negotiation, but always let the other side feel comfortable and secure
• are never needy: they take advantage of the other party's neediness
• create a "blank slate" to ensure they ask questions and listen to answers, to make sure they have no assumptions and expectations about the negotiation
• always have a mission and purpose that guides their decisions during the negotiation
• don't send so much as an email without an agenda for what they want to accomplish in the negotiation
• know the four "budgets" of negotiations for themselves and for the other side: time, energy, money, and emotion
• never waste time with people who don't really make the decision

Read an excerpt of negotiation book Start with No®: The Negotiating Tools that the Pros Don't Want You to Know.

Start with No® offers a contrarian, counterintuitive training system for negotiating any kind of deal in any kind of situation -- the purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner. It is full of dozens of business as well as personal stories illustrating each point of the negotiation training system. It will change your life as a negotiator. If you put to good use the negotiation training principles and practices revealed here, you will become an immeasurably better negotiator.

Prefer to read it in your native language? Check out our many foreign language editions.

Need copies for your entire team? Call Jim Camp at 614-764-0213 or email him at jcamp@startwithno.com to find out about volume discounts.

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