No: The Only Negotiating System You Need for Work and Home
by Jim Camp
The anti-Getting-to-Yes: start with no, neediness is the enemy, let the other side feel okay, ask interrogative-led questions, and never close. Camp coached Chris Voss's thinking. Abrasive and effective.
Read it if…
you give away too much because you fear hearing no.
See the book →
Skip it if…
you want collaborative framing; Camp distrusts it.
Try instead: Bargaining for Advantage →
Three things you will actually use
- No is the start, not the end.
- Neediness kills deals.
- Questions that start with what or how.
Do this first
Invite a 'no' at the start of your next negotiation.
Our verdict
Start with no.
See the book →
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