I listened to an interview with negotiation coach Jim Camp on Mixergy and learned much from the experience. He evangelizes (for lack of a better word) a negotiation strategy based on rules rather than outcomes, which rules out “win-win” as a strategy. He also posted the audio copy of his book “Start With No” on his website, called (not surprisingly) StartWithNo.com. I’m listening to the audio version now and I’m learning useful things. So far, the economic basis for negotiation (consumer surplus, gains from trade, etc) is omitted and he affirms several obvious points that everyone needs to remember and explains several subtle points in detail.
Recommended reading and listening. I find it to be 10 out of 10 so far.
I imagine I will wind up buying his later book for highlighting and checklist purposes.
This post originally appeared on the Stronico blog – with the absorption of Stronico into Digital Tool Factory this post has been moved to the Digital Tool Factory blog
|Written By Steve French