Jim Camp, a former pilot, does a great job describing what happens in the negotiation process; and where we fail miserably. There is a lot conceptually that cannot be covered in this short essay, however he uses excellent examples, three-minute checklists at the end of each chapter, and “test drives” to illustrate the practice of getting to “NO.”
Chapter 1 “Stop the roller coaster, I want to get off” is a game changer: Need #1: “Need is death; Need is life” (p32). As I read this chapter, all the mistakes I’ve ever made in negotiation flashed before my eyes. Many times in my haste, I showed my cards before they even asked to see them! Offering discounts and giving away the store out of fear is great. The biggest lesson I learned: operating from strength instead of fear changes everything. I no longer fear rejection and the word no. It’s exhausting chasing prospects after you’ve demoed, pitched, etc.; Just tell me it’s not a good fit!
Chapter 2 “So You Want Results: Focus on What You Can Control: Yourself”: Jim tells us that quotas don’t work and are a waste of time; that it is better to focus on “pay versus non-pay” activities and behaviors. Number one is to deal only with the decision makers; even if they say no.
Chapter 3 “If you want the upper hand, take ‘no’ for an answer.” This is an exciting chapter and I think the crux of the book. The author had an epiphany in Hong Kong trying to deal with distributors in that country. They didn’t have any of it (you definitely have to read the book). It was then that he went to the dictionary and looked up the definition of negotiation: a negotiation is the effort to reach an agreement between two or more parties, with all parties having the right to veto: REACH NO. As a software/hardware reseller, I receive significant discounts and gifts from the company to the customer. And yet I still listen to maybe and it’s great, but we’re not ready yet; we are interested, but we can come back to you, etc. It’s okay to listen and say no: “No” helps you overcome emotional problems… We want negotiation based on decisions, not waste of time based on emotions.” (p73)
Chapter 4 “The Greatest Negotiation Secret of All Time” – The author talks about having a mission and purpose and how to build one: “In any negotiation, your mission and purpose must be rooted in the other party’s work” ( p94).
I hope people will look at this book; it is simple and worthwhile in personal and commercial activities
