Master negotiators ask 3-4 questions, not “lots and lots of questions”…

A popular tip in negotiation and sales training is to ask “lots and lots of questions”. The underlying premise is that the more questions you ask, the more likely you are to end up with more and better (more accurate, recent, relevant etc.) information. You are also less likely to go wrong as a result […]

Why It Is Completely Natural for Blockers to Pretend They Are the Decision-Makers

Everyone who has ever worked in sales has had to deal with a blocker before. These are the folks who circle around the real decision-makers, like pioneers around a covered wagon, each pretending to have the-buck-stops-here decision-making authority. There are many varieties of blockers: Purchasing department representatives, personal assistants, boisterous team members who project a […]

Why Negotiation Mastery Has Nothing To Do With Strategy

In military circles, in business and in many other arenas, strategists have some of the sharpest minds you will come across. The skills those folks have honed over their careers alone, do not transfer to our world of negotiation. If you have been paying attention, you will notice that Camp Negotiation Systems coaches seldom talk […]

How to Avoid Fight, Flight, and Compromise in Negotiation

In our industry there are many misconceptions about the Camp System of Negotiation. Many readers never make it past the aggressive introduction of “Start With No” and subsequently think we teach one of three approaches. They are: adversarial or anti-collaborative, end the negotiation when either party says no, and my personal favorite, “lose-lose” or “win-lose” […]

Team Negotiations: Why You Must Build Agreements Internally and Externally

Each of us has had to negotiate as part of a team before, even if we didn’t think in terms of negotiations at the time. This could be a matter of a husband and wife negotiating with an external party such as a neighborhood association, or perhaps three siblings working together to reach an agreement […]

The difference we deliver from our competition in one word

The real problem. Millions have attended “status quo” negotiation training seminars and workshops. The typical format is one in which attendees show up for a specified number of days, sit through a lecture or two, listen to a number of anecdotes, engage in some activities which may include role-plays, work through one or more case […]

What the Dalai Lama and a Dinosaur Can Teach Us About Being Not Okay

The need to feel okay is one of the most basic motivators of human behavior. “Okay” largely encompasses feelings of safety, comfort and confidence, so we humans will do all kinds of things just to feel okay. We go get a fresh haircut right before a big job interview or presentation. We make the extra […]

The Dangers of Failing to Blank Slate

Walking into a negotiation, deal, or really any situation with expectations and assumptions already made, is a recipe for disaster. In Start With No, Jim spent an entire chapter demonstrating the importance of blank slating, which is simply walking into an interaction with a mental blank slate. Blank slating allows you to listen, research and […]