About the book
Win-win negotiation, Jim Camp argues, is a mantra that tough negotiators use to push the other side into early and needless compromise. In its place he sets out a decision-based system meant to help negotiators control their emotions and focus on the activities and behavior within their control rather than on the final result. Its principles include preferring no to yes, never rushing to close, never appearing needy, starting from a blank slate so as to ask questions and listen, having a mission and purpose, setting an agenda for every contact, weighing four budgets of time, energy, money and emotion on both sides, and dealing only with real decision makers. Business and personal stories illustrate each point.
Morningstar founder Joe Mansueto endorsed it for strategies that are easy to apply and techniques that improve negotiating skills right away.
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Joe Mansueto (Founder, CEO/Morningstar, Inc)
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.
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