I’m excited to be presenting these crystal awards to my newest Camp Negotiation Institute graduates. They have demonstrated with their hardwork and dedication a Mastery Level understanding of the Camp Negotiation Management System. We’re please to be able to act as a professional resource and reference as they advance in their respective industries and careers.
Welcome to this elite group of top global negotiators.

Jim Camp, Founder

“Thanks to the  conventional collective bargaining process, both sides are now mad at each other  and unable to arrive at an agreement because the “other side” is not doing what  both parties believe they were supposed to do. Conflict is being created, not  solved,” says Camp.

Based on twenty-five  years coaching his system in deals that often involve millions of dollars, Camp,  the author of “Start With No” and founder of the Camp Negotiation Institute,  says the current impasse is predictable with both sides and the public losing  out as the negotiators come to the table thinking they know how the other  side will and should respond to their demands. “When they don’t,  conflict and emotional stalemate are the result,” says Camp.

“Once the season is  lost and frustrations are lowered as both sides go home, all sides will realize  that it was stupid, if not crazy, not to arrive at an agreement,” says Camp.  ”Cooler heads will prevail, but under the current circumstances that is not  possible.” The talks ended on  Friday, Oct 24, when the two parties could not agree on how to split the  league’s $4 billion in revenue. The league reportedly moved its proposal from  giving the players 47% of the revenue to 50%, while the players lowered their  demand from a 53% demand to share 52.5% “Despite or because  of federal mediation,” says Camp, “the two sides are at an impasse because they  are now mad at each other because neither reacted as predicted in  preparations.” “Based on the  science of neuroscience,” says Camp, “all negotiations are driven by emotion and  not by the popular belief that facts are the driving force.That is the failure  of bargaining.” Camp noted that the  similar impasse in Congress over the reduction of the national debt has resulted  in a failed “grand bargain” and the birth of a “super committee” that has been  charged with the responsibility of finding ways to meet this requirement. If  they fail, automatic cuts will be instituted.

“You can put money  on the fact they will not find any common ground of agreement even though the  current national debt exceeds $14 billion dollars, an amount equal to the entire  gross domestic product.  The same dynamics  apply to the NBA and the players, both of whom have hired lawyers who are paid  by the hour to argue,” said Camp. “When the season is cancelled, both sides will  eventually return to the negotiations with the players saying we made a mistake  here and the owners telling their lawyers to make a deal.” In 2010, Camp  created his institute to provide instructions to anyone who participates on how  to successfully negotiate, certifying them to become a Master Team Member®, a Master Team Lead® or a  Chief Negotiation Officer®.

The Institute maintains a website at _www.campnegotiationinstitute.com_  (http://www.campnegotiationinstitute.com/) .

Camp’s unique  approach to negotiation has been featured on CNN,  CNBC, The Wall Street Journal, Fortune,  Harvard Business Review, Fast Company, Inc., Cosmopolitan, and numerous daily  newspapers and radio shows.

Camp’s experiences  have been a long trip from having been an Air Force pilot for seven years. A  Vietnam War veteran, Camp has been a sales executive, and entrepreneur. Along  the way he evolved a unique understanding of successful negotiating. He holds a  degree from Ohio  State  University in Education, Biological  Sciences, and Health and Physical Education. He and his wife Patty have five  children and eight grandchildren, dividing their time between homes in  Dublin, Ohio  and Vero Beach,  Florida

# # # # #

Contact Jim  Camp @ 614-764-0213

Disseminated by The Caruba  Organization Alan Caruba @  973-763-6392

Having said that, having heart without having a system, checklist, or boundaries on myself can also be a huge detriment. It is easy for me to make decisions because in the moment it felt right or I just wanted to close the deal so I could be a superstar. Having heart without having the right activity and behavior goals or a solid mission and purpose can easily turn me into a boxer fighting aimlessly against the air. The will to win and the will to be the best means nothing if I don’t have a goal towards which I am working or a solid reason for my decisions.

The Camp Negotiation System has given me what I have needed to further my maturity in all aspects of my professional and personal life. From being able to make good decisions based upon a valid mission an purpose, to ridding myself of neediness and negotiation from a position of power, I am much more complete now than I have ever hoped to be. This system has given me something that puts me head and shoulders above my competitors and has given me a confidence in myself that causes me to believe deeply in the value I bring to my company.

When I am lost and do not know how to approach and project, great or small, I spend time developing my mission and purpose, and the actions to take next become crystal clear. When I am having a hard time moving a negotiation forward, I get inside the adversary’s world by asking questions that help them paint their pain, and I know what to do next.

When I am looking at my numbers for the quarter and focusing more on my objectives than on my actions, I create my activity and behavior goals, thus causing my stress to subside as I build belief in my plan.

Having all the charisma, charm, intelligence, and heart in the world is great, but not having a system in place that helps make use of all those qualities is similar to having a keg of gunpowder without a match…unlimited power without the proper fuel to use it.

I highly recommend the Camp Negotiation System

Rone Middler

I have two that strike me clearly that directly pertain to our new Camp Negotiation Institute and how I do business and how we as an organization do business.

First such moment occurred in 1970. I was in coaching class in the freezing month of January with Coach Hayes. He told a few of us before class that if we ever had any questions for goodness sake, write them down and ask them in class or call him. He said to us, when you are a coach you must make yourself available to those you are coaching and those you wish to coach.

Just two days ago a potential client called me. He asked, “is this really Jim Camp?” Yes, I said. He then went on to say, “I didn’t expect you to answer your phone, I thought I would be blocked from talking to you.” I didn’t realize or even think of not answering my own phone. It then hit me that we are a coaching organization. I am a coach and a coach is available to his players and those who would like to be players. It was like Coach standing behind me.

The second defining moment that I realize has greatly influenced us happened in 1984. I had attended a 3 day seminar in Cincinnati to learn negotiation from a very high profile negotiation training company that still is out there. A week later I faced a very important negotiation with Nabisco Brands in Upper Saddle River New Jersey. I called the founder of the training company named after him who had conducted the three-day event and I asked him to coach me in my big negotiation. I of course offered to pay him. His reply rattled me. He said, “I want to be sure I understand you. You want me to take responsibility for what we teach?” Yes, I said. What he said next I will never forget. “I can’t take responsibility for what we teach. That is not possible.” I never forgot that. For the last 25 years we have always taken responsibility for what we teach and coach.

So here is the question. What are some of you most important defining moments that impact how you do business?

Jim Camp, CEO
Camp Negotiation Institute
“Never lose another negotiation”

http://www.campnegotiationinstitute.com

1-888-519-CAMP

The Misconception: When your beliefs are challenged with facts, you alter your
opinions and incorporate the new information into your thinking.

The Truth: When your deepest convictions are challenged by contradictory evidence,
your beliefs get stronger.

As human beings we so desperately want to be liked and we want to feel that we are good people we are willing to give handsomely to other to appear so.

Look around you and see for yourself. Human beings who deal with other who have a deep subconscious “need” to be respected, liked, thought well of and any other words you can find to describe being cared about suffer all to often from what neuroscience calls the “Backfire Effect.”

The “Backfire Effect” is simply our rejection of fact that should change your conviction but doesn’t. For example, the Bush White House spent trillions on two unfunded wars and put the United States in deep debt. It also passed legislation that brought on the banking crisis and economic chaos and yet just a couple of years later a republican reading this paragraph probably won’t read any further let alone comment in a reasonable fashion on this blog. Why, the “Backfire Effect.” Facts have no impact on the deepest convictions.

Well the same with the win-winners who have a “Fixed Mindset” on what it takes to be a good person in life. To them, it is not about effectiveness or delivering on what you promised, it is about being perceived as a good person and they believe by compromising they get there.

So here is the question. How often and in what case or cases do you witness the “Backfire Effect”?

Jim Camp, CEO
Camp Negotiation Institute
“Never lose another negotiation”

http://www.campnegotiationinstitute.com

1-888-519-CAMP

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

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:

============================================
Email from a CNI Client about “The Big Deal”
============================================

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

=========================
My gift of $50 off to you
=========================

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!

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

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