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Start with no : the negotiating tools that the pros don't want you to know

Author: Jim Camp
Publisher: New York : Crown Business, ©2002.
Edition/Format:   eBook : Document : English : 1st edView all editions and formats
Summary:
An introduction to business negotiation presents a decision-based strategy designed to promote effective results and includes examples from such companies as Texas Instruments and Federal Express on how to close a deal.
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Genre/Form: Electronic books
Additional Physical Format: Print version:
Camp, Jim.
Start with no.
New York : Crown Business, ©2002
(DLC) 2001047742
Material Type: Document, Internet resource
Document Type: Internet Resource, Computer File
All Authors / Contributors: Jim Camp
ISBN: 9781400045297 1400045290
OCLC Number: 55638815
Notes: Includes index.
Description: 1 online resource (ix, 271 pages)
Contents: Introduction : Win-win will kill your deal --
Your greatest weakness in negotiation : the dangers of neediness --
Columbo effect : the secret of being not okay --
Start with no : how decisions move negotiations forward --
Success comes from this foundation : develop your mission and purpose --
Stop trying to control the outcome : focus on your behavior and actions instead --
What do you say? : fuels of the camp system : questions --
How do you say it? : more fuels of the camp system --
Quiet your mind, create a blank slate : no expectations, no assumptions, no talking --
Know their pain, paint their pain : work with your adversary's real problem --
Real budget and how to build it : the importance of time, energy, money, and emotion --
Shell game : be sure you know the real decision makers --
Have an agenda and work it : ride the chaos inherent in negotiation --
Present your case--if you insist : beware the seductions of powerpoint --
Life's greatest lesson : the only assurance of long-term success --
Conclusion : dance with the tiger! : thirty-three rules to remember.
Responsibility: Jim Camp.
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Abstract:

An introduction to business negotiation presents a decision-based strategy designed to promote effective results and includes examples from such companies as Texas Instruments and Federal Express on how to close a deal.

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