Is Negotiation the Key to Successful Mental Health?
Yes, Says Therapist Who Put It to Work in His Own Practice
(DUBLIN, OHIO – March 28, 2012) – When you hear the word “negotiation”, the tendency is to think of diplomacy, labor relations, executive boardrooms, and other situations where negotiations are a normal part of conducting business. However, one mental health therapist has applied it to his own practice and discovered several layers of success.
It began when William Chase, a Rhode Island-based clinical social worker came across a book by Jim Camp, “No”, describing Jim’s negotiation system based on more than twenty-five years of coaching deals involving millions of dollars as well as coaching individuals to achieve their own goals in life.
Unlike others in his field, Camp emphasizes the role of emotions in all negotiations, controlling one’s own emotions and permitting others to open their emotions to beneficial decisions. As Camp puts it, “The ‘no’ principle is not about intransigence. It’s about openness and honesty. It’s about making good decisions.”
Not only were Chase’s own decisions costing him money, he was frustrated. “The most difficult mental health patients are those that aren’t qualified to make or follow through with decisions. I realized that while they can’t make these decisions, they can often identify decision makers in their lives” states Chase.
Chase’s breakthrough in his practice began when he included others in the patient’s life during therapy sessions so they too could engage in the negotiations that would lead to improvements in the patient’s behavior and, as often as not, in their own as well.
“In business if you make a negotiating mistake, you blew it and you don’t get paid. But in mental health, if you make a mistake, you can blame it on the disease, and if people stay sick, you still get paid,” says Chase. What he wanted was a successful outcome for his patient and for his practice.
“I was tired of reading books in my own field,” said Chase, “and wanted fresh ideas.” After reading Camp’s bestseller, he realized that “Although Camp’s field is very different from mine, it seemed like there was a lot of overlap in terms of the decision-making process and coming to agreements.”
“There’s no such thing as tactics in negotiation,” says Camp. “There are only principles, rules, and laws of human behavior. We don’t bluff, we don’t set false deadlines, and we don’t try to strong-arm anybody. There’s no such thing as power and leverage in negotiation. That will just get you conflict.”
Chase cites a case in which one of his most difficult patients suffered from alcohol abuse, chronic depression, and an eating disorder. He had been hospitalized several times a year, but was showing no progress. After he agreed to one more round of therapy, Chase applied the Camp Negotiation System, identifying a person in the patient’s life who wanted to help. The result was dramatic improvement and Chase is now teaching his patients how to negotiate the changes they need.
“The system,” says Chase, “helps them think through all the smaller things they need to do to make bigger life changes.”
The Camp Negotiation Institute was created to train people to negotiate successfully on several levels of achievement. It provides certification to those who learn its fundamentals. Initiated in 2010, the Institute enables individuals to become a Master Team Member®, a Master Team Lead® or a Chief Negotiation Officer®. Based on Camp’s experience, it also draws on neuroscience to teach how to avoid the traps that emotion places in the way of successfully concluding a negotiation.
Currently more than 400 people from 24 nations around the world are taking its courses and receiving personal guidance from Camp. After reading Camp’s book, Chase enrolled in online courses at The Camp Negotiation Institute.
There was a bonus for Chase as well. Instead of waiving no-show fees, “Now I see it as a negotiation, enforcing those fees really help my patients realize the value of the therapy to them.” He saw an improvement in both his patients and his bottom line. Chase uses the Camp Negotiation System daily in the management of his practice for everything from logging his patient’s progress to tracking income and building referrals. He is on track for a record-breaking income this year.
“I don’t even see myself as a therapist anymore,” says Chase. “I am someone who helps clients negotiate desired outcomes in the mental health arena. I used to see negotiation as something that might fit into therapy, but now I see therapy as just one component of the entire negotiation system.”
“I have seen lives transformed by my system,” said Camp. “I realized early on that emotions are a major component of negotiations because, before you make a decision, your emotions rage all over the place and too many bad decisions are followed by rationalizing them. My system teaches people to control their emotions, the neediness and expectations that are part of every negotiation; giving the other party to the negotiation the right to say no opens the door to reaching favorable outcomes.”
“The changes my patients are going to make usually involve the cooperation of others,” says Chase, “so I teach them how to negotiate those changes with the people in their lives.”
Camp has authored two bestselling books, “Start with NO” and “NO: The Only System of Negotiation You Need for Work or Home” that has been translated into twelve languages. Nightingale-Conant, a leading publishing of leadership development products, is offering a 6-CD audio program, “The Power of No.”
In April 2012, Camp will participate in a Student Sponsored Harvard University conference on Mastery of Negotiation and Leadership. ”Every great leader is also a great negotiator,” says Camp. “The conference will be a great learning experience for the students and others who attend.”
For more information about Jim Camp and the Camp Negotiation Institute visit http://campnegotiationinstitute.com.
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