Jim Camp e-book “Press On” Chapter 4 pt 3 “Negotiation is a learned human performance event”
Negotiation is a learned human performance event
A human performance event is the human effort to perform a learned skill that possesses principles, rules and laws that define it and which are not intuitive. Examples include playing a piano, flying a jet, martial arts, brain surgery etc.
Mastering every human performance event in which we have already been engaged requires learning by unlearning and re-learning. If you were learning a language for the first time without any prior exposure to it, there would be nothing to unlearn. If on the other hand, you have learnt bits of it in an ad-hoc manner, and without being taught correct and wrong usage and how to distinguish the two, you’d have to do a bit of unlearning. In some cases, it could even be quite a lot. If you have ever played a sport without a coach and played the same sport with a coach or a professional to guide you, you will resonate with what I am saying. The same applies in mastering negotiation because in your life, you have been attempting to reach agreements with others both in your personal and professional life. You may not have been aware that you were negotiating when in fact that was exactly what you were doing. And you have to unlearn the behavior and activity habits that have been the cause getting sub-optimal results.
Mastery of any learned human performance event boils down to building the habits required to re-react in every situation and circumstance. It is a great source of calm and assured self-confidence that can be observed in all top performers in an field of human endeavor. This self-confidence is something I have observed in soldiers, athletes, pilots, doctors, and many other professionals. I have also witnessed it take root and grow in thousands of my coaches as they have mastered the System. This confidence is essentially that of people who have built decision making into a habit. They are empowered to respond in the moment to the moment, without feeling or being pulled in conflicting directions by the impact or influence of stimuli from their internal or external environments. Nothing adversely affects their focus and discipline as they prepare for, execute, and finally, review their performance.
What is the Camp System of Negotiation?
It is a practical arrangement of the rules, laws and principles that govern human behavior within the structure common to all negotiations, arranged in such a manner that you control what is under your control, influence what you can influence and leave what you can’t control alone, and thereby solve every problem associated with reaching agreement.
The System helps you clearly see the decisions that must be made by both parties to arrive at an agreement without robbing the other party his or her right to say ‘no’ or giving up your right to do so. It does not rely on tricks, gimmicks, or techniques of any kind.
The System has been successfully used for over a quarter of a century, in every conceivable environment, where agreement is required. It has been used in hostage negotiations, settling family (including marriage) disputes, settling labor-management disputes, negotiating business deals (by every businesses of every size), therapy, career (and salary) negotiations, and sales. It has been successfully used by alike by teenagers and professionals with decades of experience. The System not only teaches you what to do but also helps you identify the mistakes you make; shows you how to recover when you make a mistake; and shows you what to do in order to prevent such mistakes in the future.
The Camp System enables you to master this human performance event
Like lasting personal change of any sort, mastering any human performance event starts with awareness. When I built this System, I had the model used by the United States Air Force to train fighter pilots in mind. That was how I was trained. The Air Force has perfected a system to train fresh college graduates to fly supersonic jets within 6 months from the day their training commenced. My aim to help people achieve mastery has been a fundamental part of my M&P. I have built the System in a way that you can master it, and thereby become a master negotiator.
It can be used in every situation where you seek a negotiated agreement – whether these involve emotionally charged issues, business deals, or crises situations. Using and managing the system by relying on valid behaviors and activities – without needing or resorting to power – you can safely and surely reach agreement. You are never left wondering “What should I do/say next?”; “What happens next?”; “What will he/she/they say if I say ______?”; “What do I say/do if they say or do ________”; “Should I make the first offer?”; or “Did I get the best deal?”. You will find answers to all the questions that cause you worry, anxiety, or stress when you are attempting to reach agreement. As you master the system, the ways in which you act, re-react, and make decisions will become effective and build up into habits that are always aligned to your M&P.
It also helps you gain exquisite awareness of your conditioning. They remember when they were brushed aside, or abused emotionally (or perhaps even physically) when they were told ‘no’. They resolve to never do that to others and end up becoming people pleasers who never say ‘no’ even when they ought to, thereby exposing themselves and their loved ones to even more danger.
Over and above all, you will have a sure way of assessing whether you should be involved in this negotiation, or continue in it. There will be no hoping, wishing, guessing or relying on a wing and a prayer. You will also never experience worry or anxiety. Ever.