
Start with No
The Negotiating Tools that the Pros Don't Want You to Know
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Narrated by:
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Robert Jordan
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By:
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Jim Camp
About this listen
Start with No offers a contrarian, counterintuitive 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.
Think a win-win solution is the best way to make the deal? Think again.
For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Win-win negotiations play to your emotions and take advantage of your instinct and desire to make the deal.
Start with No introduces a system of decision-based negotiation that teaches you how to understand and control these emotions. It teaches you how to ignore the siren call of the final result, which you can’t really control, and how to focus instead on the activities and behavior that you can and must control in order to successfully negotiate with the pros.
The best negotiators:
- Aren’t interested in "yes" - they prefer "no"
- Never, ever rush to close, 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 the answers, to make sure they have no assumptions and expectations
- Always have a mission and purpose that guides their decisions
- Don’t send so much as an email without an agenda for what they want to accomplish
- Know the four "budgets" for themselves and for the other side: time, energy, money, and emotion
- Never waste time with people who don’t really make the decision
Start with No is full of dozens of business as well as personal stories illustrating each point of the system. It will change your life as a negotiator. If you put to good use the principles and practices revealed here, you will become an immeasurably better negotiator.
©2011 Jim Camp (P)2020 Random House AudioListeners also enjoyed...
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Critic reviews
"Jim Camp offers easy-to-apply strategies to help make you a more effective negotiator. You’ll learn techniques that you can use immediately to improve your negotiating skills by reading this book." (Joe Mansueto, chairman, Morningstar Mutual Funds)
"This book is an amazing read and right on target." (John Kispert, chief financial officer, KLA-Tencor corporation)
"Jim Camp’s negotiating system is a powerful set of disciplines and tools that helped our salespeople function in our customers’ world - which ultimately led to a better negotiating process with our customers. Start with No describes his approach in detail and is recommended reading for our entire staff." (Scott Sturm, vice president of sales, Entegris Corporation)
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-
Story
Harvard professor (and negotiation advisor to organizations around the world) Deepak Malhotra shows how to defuse even the most potentially explosive situations and to find success when things seem impossible. Malhotra illustrates key lessons using behind-the-scenes stories of fascinating real-life negotiations, including drafting the US Constitution, resolving the Cuban Missile Crisis, ending bitter disputes in the NFL and NHL, and beating the odds in complex business situations.
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Fun For History Buffs
- By Joe Diablo on 12-10-19
By: Deepak Malhotra
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Flip the Script
- Getting People to Think Your Idea Is Their Idea
- By: Oren Klaff
- Narrated by: Oren Klaff
- Length: 6 hrs and 16 mins
- Unabridged
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If there's one lesson Oren Klaff has learned over decades of pitching, presenting, and closing long-shot, high-stakes deals, it's that people are sick of being marketed and sold to. Most of all, they hate being told what to think. The more you push them, the more they resist. What people love, however, is coming up with a great idea on their own, even if it's the idea you were guiding them to have all along. Often, the only way to get someone to sign is to make them feel like they're smarter than you.
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Riveting. BLEW, MY, MIND
- By Justin on 09-19-19
By: Oren Klaff
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Pitch Anything
- An Innovative Method for Presenting, Persuading, and Winning the Deal
- By: Oren Klaff
- Narrated by: Stephen Bowlby
- Length: 6 hrs and 14 mins
- Unabridged
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When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a-kind method to raise more than $400 million—and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation. Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas.
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the theory is there, but the stories miss
- By Mike Pistentis on 10-29-23
By: Oren Klaff
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Negotiating the Nonnegotiable
- How to Resolve Your Most Emotionally Charged Conflicts
- By: Daniel Shapiro
- Narrated by: Daniel Shapiro
- Length: 8 hrs and 38 mins
- Unabridged
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Find out how to successfully resolve your most emotionally charged conflicts. In this landmark book, world-renowned Harvard negotiation expert Daniel Shapiro presents a groundbreaking, practical method to reconcile your most contentious relationships and untangle your toughest conflicts.
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PDF checklist access
- By lawrence charny on 09-02-17
By: Daniel Shapiro
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Ego, Authority, Failure
- Using Emotional Intelligence like a Hostage Negotiator to Succeed as a Leader
- By: Derek Gaunt
- Narrated by: Derek Gaunt
- Length: 7 hrs and 7 mins
- Unabridged
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A Gallup study found that 50 percent of resigning employees did so "to get away from their manager". The ones who don't quit become disengaged, creating a negative work environment costing US companies billions in lost productivity, each year. Leaders in the 21st century need to understand that technical skills are not enough to be an effective manager. They need to able to demonstrate tactical empathy to create a more productive environment.
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would be great if there was less swearing in it
- By Amazon Customer on 12-14-20
By: Derek Gaunt
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Exactly What to Say
- The Magic Words for Influence and Impact
- By: Phil M. Jones
- Narrated by: Phil M. Jones
- Length: 1 hr and 14 mins
- Unabridged
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Often the decision between a customer choosing you over someone like you is your ability to know exactly what to say, when to say it, and how to make it count. Phil M. Jones has trained more than two million people across five continents and over 50 countries in the lost art of spoken communication. In Exactly What to Say, he delivers the tactics you need to get more of what you want.
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Handful of Good Scripts
- By A. Yoshida on 05-28-18
By: Phil M. Jones
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Getting Past No
- Negotiating in Difficult Situations
- By: William Ury
- Narrated by: William Ury
- Length: 2 hrs and 6 mins
- Abridged
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In Getting Past No, William Ury of Harvard Law School’s Program on Negotiation and author of Possible, offers a proven breakthrough strategy for turning adversaries into negotiating partners.
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Lots of good ideas
- By Vicki W. on 11-26-03
By: William Ury
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Way of the Wolf
- Straight Line Selling: Master the Art of Persuasion, Influence, and Success
- By: Jordan Belfort
- Narrated by: Jordan Belfort
- Length: 7 hrs and 48 mins
- Unabridged
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For the first time ever, Jordan Belfort opens his playbook and gives listeners access to his exclusive step-by-step system - the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now, this revolutionary program was available only through Jordan's $1,997 online training. Now, in Way of the Wolf, Belfort is ready to unleash the power of persuasion to a whole new generation of listeners, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth.
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I can’t believe he wrote this book
- By Brett Ritchison on 10-04-17
By: Jordan Belfort
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Gap Selling: Getting the Customer to Yes
- How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
- By: Keenan
- Narrated by: Keenan
- Length: 5 hrs and 47 mins
- Unabridged
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People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.
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SPIN selling with more EQ mixed in
- By Amazon Customer on 09-28-19
By: Keenan
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Summary of Never Split the Difference: Negotiating as if Your Life Depended on It by Chris Voss with Tahl Raz
- Key Takeaways & Analysis Included
- By: Ninja Reads
- Narrated by: Ninja Reads
- Length: 51 mins
- Unabridged
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Short on time? Or maybe you’ve already read the book, but need a refresh on the most important takeaways. In a quick, easy listen, you can take the main principles from Never Split the Difference: Negotiating As If Your Life Depended On It! Ever find yourself in a difficult business situation? Or do you have a difficult time relating to others when conversing? Never Split the Difference, written by Chris Voss, addresses one of the most difficult subjects that most of us learn but never master: The art of a good negotiation.
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Quick easy to understand and informative
- By Katie on 03-17-25
By: Ninja Reads
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Go for No!
- Yes Is the Destination, No Is How You Get There
- By: Richard Fenton, Andrea Waltz
- Narrated by: Richard Fenton
- Length: 1 hr and 33 mins
- Unabridged
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In a world inundated with sales books on getting to yes, this audiobook recommends just the opposite, focusing on how increasing your failure rate can greatly accelerate your movement toward ultimate success. Go for No! chronicles four days in the life of fictional character Eric Bratton, a call-reluctant copier salesman who wakes up one morning to find himself in a strange house with no idea of how he got there.
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love the lesson to be learned
- By Elexus on 05-29-15
By: Richard Fenton, and others
What listeners say about Start with No
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- Enrique Ortiz
- 07-08-21
Great set of guidelines for negotiation
Great book if you are new or mid experience with negotiation. Has guidelines, rules, tips on how to approach and execute negotiation.
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- Maya
- 10-15-20
Great book, not without its shortcomings
The book is great overall, and provides a lot of great advise on strategical approach to the negotiations. Some of the the advice, like "the best presentation you can give is the one your adversary never sees" were real eye openers. But I think this book is a bit misleading with "no win-win" dictum, I think what is really meant is "don't settle just to make your counterpart feel good, try and negotiate the conditions you deserve and can adhere to, but remember that your adversary needs to stay true to the deal was well".
P.S. The exemplary dialogues are so unnatural, you can almost hear Oblivion soundtrack playing behind.
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- Danielle Denigris
- 04-03-24
Great book on negotiation
Great book for someone looking to sharpen their sales tools and negotiation tactics. Great summary at the end.
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- Chavous Camp
- 12-19-22
Jim remains one of the greats
Jim Camp is phenomenal, and his negotiation rules, practices, and techniques are second to none. I read his book five or more years ago and was thrilled to see that they finally recorded it. Robert Jordan, as one of Jim’s long time confidants, serves as the perfect narrator.
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- emmanuel munoz
- 06-30-24
All the techniques are explained effectively efficient!
This book definitely is a great read and can be utilized for people who are in sales, marketing, or any other field in any industry. It relates to all negotiations and gets the best outcome to any deal or situation. All techniques discussed in this book has stories that proves or supports the narrative.
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- Exclusive C.
- 03-10-25
Excellent Principles
Simple to understand principles and stories that clearly illustrate them. I willingly endorse the book.
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- Anonymous User
- 05-15-21
Lessons
Has a few points in the book that you can use for the rest of your life.
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1 person found this helpful
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- JS
- 01-03-22
Good starter kit for negotiating successfully
This book is a valuable tool to learn about negotiating successfully. I liked Carter’s no BS approach and real life examples. But sometimes it is hard to collect all the valuable information when listening on the go. A must read for sure.
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- Russell Schindler
- 06-19-22
Listened to it twice
Completely agree with the premise of this book. it's made me a better negotiator and sales person.
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- Anonymous User
- 10-27-22
Learned a new way of thinking
it was a great listen. loved it. must read to open up your mind
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