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Do you have a fixed mindset or a growth mindset?
Fixed Mindset vs Growth Mindset. Neuroscience has discovered that the human brain can lock itself into a position that will not allow new and better information to enter.
Do you have a fixed mindset? In negotiation I can’t tell you the number of times people have attacked the comment that win – win and BATNA driven negotiations are dead. Somewhere in the past they had an agreement come together or a series of agreements finally settle and the mind becomes set with the knowledge that this is the best way and the only way to negotiate. It doesn’t matter what they have given up and it doesn’t matter that before the contract is dry on the paper the adversary wants to reopen the negotiation and ask for more. Nothing can sway the win – winner from preparing the BATNA and living with it or should I say dying with it.
It even get’s worse it they think they are good at it. I want to tell you a brief story. I was visiting an industry giant and as my host and I were walking by a VP’s office we stopped and we could see he was working on a white board. My host, another VP, introduced me and explained to him who I was and why I was there. He didn’t know me but was anxious to get an expert opinion on his negotiation preparation he had up on the board. Across the top of the board he had a six-week time line broken down into six columns. On the left had side of the board he had dollar lines starting at $20 million ranging in various amounts down to $14.5 Million. The line went of numbers went diagonally from upper left to low right. So I asked him to explain his work. He was so proud as he explained his 11 BATNA’s or fall back positions as he was entering into a tough negotiation. He explained he knew these guys would be tough so he wanted to be well prepared for the negotiation. His walk away was $14.4 million and not a penny lower. That was a $5.5 million dollar concession he was willing to give and all the other side had to do was hold out. That was it. Just say no until he walked away and then see if you could get him to walk away one more time and if you could you knew you had his best number.
Now I didn’t want to be offensive but I almost starting laughing. If you have a fixed compromise mindset and if you have locked in the various compromises how can you ever develop an open mindset that includes elimination of compromise. Now the worst thing is he proclaimed himself a master at negotiation preparation and laying out BATNA’s. In fact he actually taught others in his division how to prepare like him and he even volunteers to review their BATNA field as he calls it. Now if you think you are really good at what you do and you stake you name on it and you take responsibility by teaching what you do and you have had what you think is success why would you ever risk seeking a new or better way?
So the question of the day is what do you see out there when it comes to growth or fixed mindsets? What is the ramification of either?
Jim Camp, CEO
Camp Negotiation Institute
“Never lose another negotiation”
http://www.campnegotiationinstitute.com
1-888-519-CAMP
Want to know what it’s like on the front line of a 10-figure negotiation?
After reading your new downloaded reports, listening to the audio book, “Start With No,” or even looking at our case studies at Camp Negotiation Institute (CNI), you may still be asking yourself: “Should I enroll?” or “Should I look at this when I have more time or when things get better with the economy?”
Well I certainly understand. We all have our ways of coming to decisions and taking action — and it can be hard to decide whether to make a financial commitment without knowing exactly what’s involved.
So how can I help you see exactly what is contained in the CNI courses and how you will benefit from them?
Well, I have a proposition for you. I have signed a five-year contract with Nightingale–Conant and in three weeks they will release my new program “The Power of No” in a six-CD set. It will retail for about $100 and is a really good overview of our course material.
So here is my proposal to you:
Below is an email from one of my clients that I think is about the very best description of what you can gain from The Camp Negotiation System. Read it and contact me before September 24th, and I’ll send you the “Power of No” CD set for half price–$50, plus shipping.
The email is sanitized (for confidentiality reasons), but it’s an eye-opener. The client is referring to what he experienced during a 10-figure negotiation; the largest in his company’s history! Here’s the email right here:
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Email from a CNI Client about “The Big Deal”
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Hi Jim,
My apologies for neglecting to write sooner but I just had to get this under my belt so I could tell you about it. I want to share an A________ story, but as you can tell from leaving our company name out and replacing it with just a letter I have to scrub it for confidentiality reasons.
So here goes.
I’ve been the lead in a series of negotiations that resulted in the largest single transaction in the history of S ___ & potentially A_____ as a whole. The specific details are too sensitive to share but I have some observations on my behavior and how your system served me.
Despite dealing with incredible fatigue, changing criteria (both internal & external), and insufficient resources, your system gave me direction, clarity, and confidence. At every step along the way, I either knew what to do or was able to determine what to do.
As I review my notes and time lines, I see numerous mistakes that I made, but my notes also reveal a principle that you shared from your flight training; that every decision can be followed by another.
My respected adversary (the customer) used tactics and ploys that I had never considered. He and his company are formidable and not accustomed to resistance. Were it not for your training and coaching I would have been lost and susceptible to all manner of compromise.
In fact, the opposite occurred. As I went deeper into the negotiations my vision became more clear and my resolve increased.
Now, I feel intellectually and emotionally validated.
I wrote and executed numerous checklists and although I take notes while executing Camp checklists (CLs), my structured log-writing remains a weakness. In retrospect, I missed budgets, problems, and pains that I wish I didn’t miss.
Those checklists varied in detail and prep time. Sometimes I invested 2 or more hours in my favorite word processor over a 2-day period of writing, editing, and questioning. Other times, it was 30 minutes on a notepad. And still other times it was 5 minutes on a whiteboard.
Given the scope of this opportunity, there were over 60 people at S__ who had a voice. Managing the internal dialogue was… frankly more difficult than the external dialogue. Sometimes I found myself in internal negotiations that I didn’t know I was in until it was too late.
Also, over 80% of the internal negotiations happened over email. It’s our culture and despite my desire to meet in person, this just isn’t the manner we use to get things done.
While authoring one of the final Camp CLs for an external conversation, I discovered some baggage that I began to carry as a result of how we communicate internally. Our manner is to explain & lecture & theorize. This tendency began to impair my ability to competently reverse, nurture, and ask an interrogative. Once I discovered this behavior, I was able to adjust and get back on track.
Another effect of your system was how it strengthened my own ability to say no. Not only am I able to invite no, but my becoming clear on what I wanted allowed me to say no. When the pressure to compromise was at its highest, I was able to suppress my need and say no.
Since the agreements were executed, I’ve heard a variety of praise ranging from the trivial note provided by my management of “good job,” to the meaningful sentiment provided by my peers of “you managed to remain true to your self in not allowing a deal of this size to change your principles or reduce your integrity.”
Thank you Jim for the training, virtual coaching, and personal encouragement.
Eric
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My gift of $50 off to you
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All you have to do is send me an email at jcamp@startwithno.com and ask to pre-order “The Power of No” CD set, and I will contact you and send it to you for HALF the retail price.
I’m confident that once you listen to the “Power of No” overview, you will want to enroll in a CNI course. But because you’ve recently expressed an interest in our programs, I’m willing to go even further for you.
Sign up for the Camp Negotiation Team Member Credential Courses within 30 days of ordering “The Power of No, ” and I’ll give you $1,500 off the price of the courses. That’s a $4,875 value for only $3,375 — and we’ll even finance it for you if you need to.
I know things are tough out there with the economy, which is why I want to extend this exclusive offer to you — but I need you to **email me before September 24, 2011 to qualify**. We only have room for a few students at this price.
So drop me an email at jcamp@startwithno.com to get the overview “The Power of No” for 2/3 price and secure your deep CNI course discount. We can only hold this open to you for a few more days (until September 24th), so let me know soon.
All the best
Jim
P.S. At CNI we are helping people change their stars, and I want you to take the world by storm—so contact me today!
Why win-win is wrong as a mindset in negotiations
Why is win – win completely wrong as a mindset in negotiations. When you pick up the book “How We Decide” it hits us right between the eyes. Win –Win or compromised based thinking is wrong in so many ways. I’ll discuss just one way today.
How the brain makes a decision is the very foundation of negotiation and bringing about agreements. For the last 25 years I have asked audiences how they make their decisions. And for 25 years I have gotten the same response 99% of the time.
They proclaim they make their decisions in a mixed kind of way and it depends on the situation. Some situations are more emotional and some situations are more logical. Now at first blush that would seem to make sense but, it is not correct.
You see the brain cannot, let me say that again, the brain cannot make logical decisions, it is impossible. The brain makes it decisions emotionally, completely emotional with vision. You have heard people say, “ I could not see it coming,” “I didn’t do it because I did not see how it could work” and the list goes on and on.
So here is the question of the day. If decisions are made emotionally and you state to the other party you want a win – win agreement here, how do they see you? What do they see you prepared to do? What do they see your mindset to be?
I look forward to your good thoughts.
Jim Camp, CEO
Camp Negotiation Institute
“Never lose another negotiation”
http://www.campnegotiationinstitute.com
1-888-519-CAMP
Theory of Mind – A Real World Example
After surfing the Camp Negotiation Institute’s website, some people might be wondering if this is just some gimmick, or have doubts about its foundation.
Everyone has an opinion. It’s actually a form of internal negotiation.
But let’s not get too philosophical. On more tangible terms, everyone has read the headlines or has seen the news reports about the debt ceiling debate that mired Congress in weeks of negotiations and stalled our country’s political engine.
Sure, a temporary agreement was reached. But the time draws near when Congress will reconvene, sparking more debate on debt. Our county still is immersed in red ink.
An undeniable fact was lost in newspaper accounts and on national newscasts. Congress’s temporary agreement has a fatal flaw. The agreement reached was based on logic, and not driven by emotions – which is why more debates will rage.
Here is why Camp’s system, embodied in the Camp Negotiation Institute, is not a gimmick: It’s based on the scientific fact there is no such thing as a logical decision. The mind makes decisions based on emotions 100 percent of the time. No exceptions.
Neurologists call it the “Theory of Mind.” Every mind longs to predict what will happen, what someone might say. Las Vegas paved streets in gold based on this very premise.
When a person engaged in negotiation (a Congressman, for example) believes he can predict the outcome a particular scenario – convinced of his own logic – it forces his opponent to cave in first, and the “Congressman” becomes even more convinced to hold his position. In other words, his own logic becomes his own worst enemy.
The party that is able to drive the emotional decision has the ability to solve the conflict based on the flawed knowledge of those mired in the “Theory of Mind.”
Long after Congress reconvenes, and in every conflict, the “Theory of Mind” will continue to haunt negotiations and affect decisions in all walks of life.
The Camp Negotiation Institute will teach you the skills needed to reign in your emotions and use them in your favor but with limited compromise, all in a system loaded onto a software program tailored to the learning curve of every participant.
That is no gimmick.
Jim Camp, CEO
Camp Negotiation Institute
“Never lose another negotiation”
http://www.campnegotiationinstitute.com
1-888-519-CAMP
A new direction in negotiation
It probably lasted only a few seconds. But a negotiation took place before you clicked the link to this blog. You reached an agreement with yourself – a successful one.
Negotiation is everywhere: in the board room for high-stakes deals, in your boss’s office as you make your case for a raise, in your own mind before clicking a link to a blog.
A new way of approaching negotiating now exists that trains people of the world to reach ethical and profitable agreements through a time-tested and proven system.
Welcome to the Camp Negotiation Institute, the first-of-its kind online training academy born out of Jim Camp’s 25-year-career training and coaching more than 100,000 people in more than 500 multi-national companies in the fine art of negotiations.
Actually, “art” might not be the best choice of words. “Exact science” is a better fit, because that’s what rests behind every successful negotiation. And here’s something else to think about: There is no such thing as a logical decision. Every decision you ever make, every agreement reached, is based solely on emotion. It’s a scientific fact.
These are just a few of the unconventional – yet proven – lessons taught in the Camp Negotiation Institute, where participants will master Camp’s effective system of reaching a successful agreement, all while remaining calm under pressure and immune to bullying.
We’ve all been there, knees knocking when approaching a stressful situation, be it asking for a raise or trying to land a big-time contract. Camp’s methods will put your emotions at ease while clearing your mind so that you can accomplish your goal.
Participants earning credentials from the institute will possess the gold standard in negotiation skills. But a credential is useless if it carries no weight, right? That’s why, upon completing the institute’s courses, an esteemed “credentials committee” consisting of chairman and CEOs of publicly traded corporations, as well as educators from acclaimed universities, sign off on your ability to negotiate at the highest level.
The institute is an entirely new approach in negotiation training. It will set the benchmark in negotiation scholarship and pave the way for corporate opportunity.
A few seconds. That’s probably about the time it took for you to decide to click this link. An agreement was reached. A successful one. It is only just the beginning.
Jim Camp, CEO
Camp Negotiation Institute
“Never lose another negotiation”
http://www.campnegotiationinstitute.com
1-888-519-CAMP
The Power of No
The First New System of Negotiation In 75 Years
Discovered and Produced by Nightingale Conant
the world leader in personal development since 1960
Discover the secret world of systematic negotiation and the strategies that will empower you to get everything you want and deserve in your life.
