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” […]

Negotiating with those who have harmed, hurt, or humiliated you

Humankind has always been a hurting race. We are a race in which individuals and groups hurt and get hurt by others. Sometimes, we are unaware that we are hurting others, and sometimes we are quite aware that we are doing so. Sometimes we are culpable of the hurt we cause, and sometimes, we are […]

Realism and effectiveness in negotiation

(The protection and guidance of the Camp Negotiation Management System – Part 5) In my previous piece of this series, I wrote about how the System enables you experience genuine control by learning to distinguish what is under your control and what is not. For the system user, the ability to distinguish what is and […]

Negotiating with real or phantom adversaries?

In many negotiation situations, we humans act on the basis of what can best be described as an intuitive sense regarding who wields decision making rights in a group setting. After identifying such people, we often initiate the negotiation with that person through an intermediary. This implies that we identify those (we believe) wield influence […]

Negotiation and Cold Calling: What is your organization up to? (Conclusion)

The link between individual and team effort When I started this piece, I deliberately did not plunge into a description of the difficulties and challenges encountered on a call. These are important – and I daresay most people will readily admit to the existence of those difficulties and challenges. I also suspect that many will […]

Negotiation and Cold Calling – What is your organization up to? (Part 13)

22) You agree to a follow up call or secure a face to face meeting without negotiating an agenda In the previous post I wrote for this series, I concluded with the point that your adversary asking for a presentation can actually be a problem that you encounter or cause. To conclude it is an […]

The danger of WE in negotiation

A rule of the Camp system is to never make assumptions. Actually, it instructs us to almost never make assumptions. When creating a checklist Camp negotiators will make some assumptions about baggage that our adversary has with us, so that we raise it when appropriate and find out if it is indeed a problem and […]

Negotiation and Cold Calling – What is your organization up to? (Part 12)

19) What is the next decision you seek? A characteristic feature of the way untrained negotiators speak is to think in terms of a favorable outcome or event. How many times have you heard these or similar things? “I want to get that job” “I want at least a 20% hike on my current salary” […]

“Dangling decisions”

Over the past few months, I have become fascinated by a reality I have come to term “dangling decisions”. I have noticed that this particular “variety” of decisions is a staple feature in our individual and collective lives. By dangling decisions I am not referring to the mistaken decisions we make. We can’t avoid making […]