Start with NO: Uncover the Negotiating Strategies Used by the Pros with Jim Camp's Book

Lalo: One of the best and mandatory books for salespeople, negotiation and human relations skills

Mexico on Aug 13, 2023

Eric Guy: So good for sales people!!

United States on Jul 19, 2023

Eric Bigras: Its nice, good reading good concept but the holy grale of sale.

Canada on Jun 06, 2023

William Donovan: Simple read with ideas that are easily tested. Case studies bring the concept to life. If you are looking for empirical data, this is not the book for you.

United States on May 26, 2023

Chris bergeron: Great book, lots of helpful information. Must read for those looking to study or improve their negotiation skills.

Canada on Feb 13, 2023

darkie_687: I like the book and think it is close the "never split the difference", which I highly recommend.

I dislike the book for the slang language. As a non-native speaker who is fluent in English, reading English books for decades, writing scientific papers for years, working in international corporations for years and speaking English all day, it was sometimes really hard to understand what the author was talking about. There is an art of writing Simple English, and I think the book could really benefit from this.

Still a good book, but sometimes hard to understand (for non-native speakers even with dictionaries)

Germany on Jan 22, 2022

Douglas Goldstein: I discovered Jim Camp’s book while reading Chris Voss’ “Never Split the Difference.” Voss cited “Start with No,” so I decided to read it, too. Although I walked away with more actionable steps from Voss’ work, I enjoyed Camp’s book a lot, since it gave a good summary of many important negotiation techniques. Jim Camp, too, is a good story teller, so his book is a quick read.

The overall take-away from the book is that a negotiator must not try to force his ideas on his adversary. Rather, he should make his adversary feel okay about himself by asking a lot of open-ended questions and then listening closely to the answers. On the one hand, a cynic might argue that you’re simply manipulating the feeling of the opponent to get him to open up. On the other hand, though, a close reading of the book shows that the skills of asking good questions and then listening to the answers are sorely missing in the world today. Friends, spouses, co-workers, everyone, in fact, should learn these ideas… not to win negotiations, but rather to become closer to those around them. A good negotiator gets emotionally close to his adversary by allowing him to feel comfortable in...

United States on May 07, 2021

Reid Harrison: Good read with some quality insight into negotiating. This book offers some practical advice to implement in your negotiating strategies. Like all negotiations, the majority of it starts with solid mental preparation.

My only issue with the book is the author's relentless attack of "win-win". From his perspective I can see why he is opposed to the "win-win" mentality. Ultimately I believe it is because he doesn't correctly define it. Steven Covey would tell him that what he is really against is lose-win or win-lose, as true win-win is sustainable and beneficial for both parties involved not just in the short term, but primarily over the long haul.

Overall, I'd recommend reading this book.

United States on Mar 09, 2021

The Salary Coach: A useful book on negotiation with lots of clearly defined tools that can be used in real world scenarios. The author, a negotiation trainer and coach, writes clearly and succinctly with very little ‘fluff’.

The core message of this book is that emotional based ‘win-win’ style negotiations often result in one side losing out and a more structured and analytical approach negotiation is best.

I particularly enjoyed all the examples that illustrate how to use these tools. The author could have used even more examples as the book is only 259 pages long because I find the scripts from these real-world examples particularly useful.

This book is not a ‘one stop shop’ and I would recommend reading other books on negotiation like ‘Never split the difference’ and ‘Getting to Yes’ to accelerate your negotiation skills.

Reading negotiation books are a great use of your time and will repay the investment many times over if you take the time to digest the lessons and implement them in the real world.

Below is a list of things I will take away from this book.
• Taking a ‘win-win’ approach to negotiations is defeatist and too...

United Kingdom on Oct 02, 2017

Phil: The counterintuitive approach hits you like an avalanche. Once you step back and think about it, though, it makes lots of sense in the real world

For purposes of negotiating, Emotions = Evil. Bad negotiators allow the opponent to prey upon emotions. Good negotiators rely upon sound decision making. Business negotiations are based on respect, not friendship (pp. 62-64). The Camp system is a disciplined, planned approach that focuses on goals and behaviors, not the ultimate outcomes. (Those positive results flow naturally correctly applying the tools.)

Jim drives home the value of being a "good negotiator" with his real-life example of an international technology licensing deal involving a small Silicon Valley firm (pp. 9-10). Being a "good negotiator" meant the difference between a $400,000 deal and an $8,000,000 deal.

Watch out for the dangers of neediness, which is a surefire way to sink your negotiations. Jim gives this topic excellent coverage (pp. 21-34), followed by an illuminating discussion of the "Columbo effect" (pp. 35-42), the idea by which you covertly assume negotiating control by allowing your opponent to feel somewhat superior and thus in...

United States on Apr 26, 2006