Start with No
by Jim Camp
Camp's contrarian negotiation system: never be needy, invite the other side to say no, ask open questions, build a mission and purpose for every negotiation and ignore win-win as a trap. It is a sharp antidote to Getting to Yes for people who get taken advantage of.
Read it if…
you give away too much in negotiations because you want to be liked.
See the book →
Skip it if…
you negotiate long-term partnerships where relationship repair matters more than any single deal.
Try instead: Tested Advertising Methods →
Three things you will actually use
- Neediness loses; show none.
- Let them say no; it starts the real conversation.
- Ask questions that begin with what, how and why.
Do this first
Before your next negotiation, write your mission and purpose in one sentence from the other side's view.
Our verdict
Sharp antidote to neediness.
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