I just finished reading Start with NO
I first talked about this book several days ago in an earlier post.
All in all it was an excellent read for me because I found the topic interesting and I saw value in how things were presented in terms of negotiating in various situation that I’ll found myself in.
A few particular things I walked away with and will definitely remember are:
1. Only deal with the decision makers. Don’t waste time dealing with people who can’t make the final decision. Understand who ALL the decision makers are too.
2. Never start negotiating without first having a valid agenda. What’s the point of the negotiation and what do you want to accomplish?
3. Remember to keep the person you’re negotiating with in the centre of the emotion pendulum. Don’t let them too negative or too excited. That part might be hard to believe but once you read the reason, it makes perfect sense.
4. You don’t need the deal, you want it. Don’t start counting your money before the dealing’s done…to paraphrase The Gambler.
5. Decisions are 100% emotional. I’ve read this before and it’s probably very true when you think about it.
One of the books that Mr. Camp disagrees with strongly is Getting to Yes: Negotiating Agreement Without Giving In
My comments on this book will follow in the next few days.
