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.
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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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packed
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The Entrepreneur's Playbook
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Need a narrator who is not phlegmy
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David Novak learned long ago that you can't lead a great organization of any size without getting your people aligned, enthusiastic, and focused relentlessly on the mission. But how do you do that? There are countless leadership books, but how many will actually help a Taco Bell shift manager, a Fortune 500 CEO, a new entrepreneur, or anyone in between? Over his 15 years at Yum! Brands, Novak has developed a trademarked program he calls Taking People with You.
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I would like to recommend this book... but can't.
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The Accidental Salesperson
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Not all salespeople plan on a career in sales. Often, sales chooses them and suddenly they find themselves in a profession they aren't fully prepared for. The Accidental Salesperson is the answer, providing the advice and inspiration they need to master the essentials and hit the ground running. Fully updated to reflect the changes in the marketplace, the second edition provides a much-needed roadmap anyone can use to excel in sales.
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First Day Confidence
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Network marketing is one of the fastest-growing career opportunities in the United States. Millions of people just like you have abandoned dead-end jobs for the chance to achieve the dream of growing their own businesses. What many of them find, however, is that the first year in network marketing is often the most challenging---and, for some, the most discouraging.
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My first year
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I wouldn't read it again
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"Years ago, I wrote about a retail store in the Palo Alto environs—a good one, which had a box of two-cent candies at the checkout. I subsequently remember that 'little' parting gesture of the two-cent candy as a symbol of all that is Excellent at that store. Dozens of people who have attended seminars of mine have come up to remind me, sometimes 15 or 20 years later, of “the two-cent candy story,” and to tell me how it had a sizable impact on how they did business."
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Really hard to listen
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Good in a Room
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Business consultant and former MGM director of creative affairs Stephanie Palmer reveals the techniques used by Hollywood's top writers, producers, and directors to get financing for their projects and explains how you can apply these techniques to be more successful in your own high-stakes meetings.
As Palmer has found, the strategies used to sell yourself and your ideas in Hollywood not only work in other businesses, they often work better.
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Much Too General to Be Useful
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Street Smarts
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People starting out in business tend to seek step-by-step formulas or rules, but in reality there are no magic bullets. Rather, says veteran company-builder Norm Brodsky, there's a mentality that helps street- smart entrepreneurs solve problems and pursue opportunities as they arise. Brodsky shares his hard-earned wisdom every month in Inc. magazine, in the hugely popular "Street Smarts" column he cowrites with Bo Burlingham. Now they've adapted their best advice into a comprehensive guide for anyone running a small business.
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This great audio was originally called The Knack!
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You Already Know How to be Great
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Most people who want to get better—at hitting golf shots, negotiating with clients, delivering presentations, or any other field of endeavor—seek out new information. They read a book, take a class, hire an expert tutor. But as Alan Fine has learned from many years of coaching athletes and businesspeople, this “outside-in” approach often doesn’t produce the results people want. More information becomes a distraction rather than a solution, and high performance remains elusive.
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Not great
- By Nic on 01-28-11
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How to Master the Art of Selling Financial Services
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Whether you're a financial services expert or novice, you understand the business. You've worked hard to gain your product knowledge. You study industry trends. But do you know how to talk to clients so they'll listen? The How to Master the Art of Selling Financial Services live audio seminar shows you how to gain the trust of others quickly and get them to like you, take your advice, and become long-term clients, which is the foundation for every successful business.
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better stuff for free on YouTube from
- By milos Vranic on 08-10-17
By: Tom Hopkins
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What listeners say about Start with No
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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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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- 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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- 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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- 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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- 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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- GSW
- 07-10-23
Good, practical, easy to follow advice
Good, practical,easy to follow advice. Illustrates points w/ real life stories. This book is applicable in all walks of life, not just business.
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