The best word in the English language has to be “yes.” In negotiation, however, “yes” is the worst word. It primes you to please the other side, to rush ahead, to compromise early and often, to come to a deal—any deal. In negotiation, the best word to say—and to invite the other side to say—is “no.”
That’s the idea behind the newest book by negotiation expert Jim Camp, called NO: The Only Negotiating System You Need for Work and Home (Crown). With this revamped edition of Camp’s critically acclaimed business book, Start with No, Camp has boiled down his famous negotiation model into easy-to-understand steps that anyone can learn and practice.
His “No” system is as effective in home settings as it is in corporate ones. We can use it every day, whether it’s to get our spouse to do more housework, our kids to go to bed earlier, or our contractor to keep his costs down. Camp shows young people how to use the “No” system to get into better colleges, land dream jobs, and buy their first home. He also shows businesspeople how to hammer out optimal deals with clients, customers, and coworkers.
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Karen Ross host a online talk show interviewing best selling authors and experts. Her unique interviewing style will keep you tuned in to her show.