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Start with No: The Negotiating Tools that the Pros Don't Want You to Know Kindle电子书

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2011年12月7日 1
Think win-win is the best way to make the deal? Think again. It’s the worst possible way to get the best deal. This is the dirty little secret of corporate America.

For years now, win-win has been the paradigm for business negotiation—the “fair” way for all concerned. But don’t believe it. Today, win-win is just the seductive mantra used by the toughest negotiators to get the other side to compromise unnecessarily, early, and often. Have you ever heard someone on the other side of the table say, “Let’s team up on this, partner”? It all sounds so good, but these negotiators take their naive “partners” to the cleaners, deal after deal. Start with No shows you how they accomplish this. It shows you how such negotiations end up as win-lose. It exposes the scam for what it really is. And it guarantees that you’ll never be a victim again.

Win-win plays to your emotions. It takes advantage of your instinct and desire to make the deal. Start with No teaches you how to understand and control these emotions. It teaches you how to ignore the siren call of the final result, which you can’t really control, and how to focus instead on the activities and behavior that you can and must control in order to negotiate with the pros.

Start with No introduces a system of decision-based negotiation. Never again will you be out there on a wing and a prayer. Never again will you feel out of control. Never again will you compromise unnecessarily. Never again will you lose a negotiation.
The best negotiators:
* aren’t interested in “yes”—they prefer “no”
* never, ever rush to close, but always let the other side feel comfortable and secure
* are never needy; they take advantage of the other party’s neediness
* create a “blank slate” to ensure they ask questions and listen to the answers, to make sure they have no assumptions and expectations
* always have a mission and purpose that guides their decisions
* don’t send so much as an e-mail without an agenda for what they want to accomplish
* know the four “budgets” for themselves and for the other side: time, energy, money, and emotion
* never waste time with people who don’t really make the decision

Start with No offers a contrarian, counterintuitive system for negotiating any kind of deal in any kind of situation—the purchase of a new house, a multimillion-dollar business deal, or where to take the kids for dinner. It is full of dozens of business as well as personal stories illustrating each point of the system. It will change your life as a negotiator. If you put to good use the principles and practices revealed here, you will become an immeasurably better negotiator.

From the Hardcover edition.


  • 版本: Kindle电子书
  • 文件大小: 3124 KB
  • 纸书页数: 287
  • 出版社: Crown Business; 1 (2011年12月7日)
  • 语种: 英语
  • ASIN: B003EY7JEE
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  • 亚马逊热销商品排名: Kindle商店商品里排第153,444名 (查看Kindle商店商品销售排行榜)
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此商品在美国亚马逊上最有用的商品评论 (beta)

美国亚马逊: 平均4.3 星 91 条评论
3/3 人认为此评论有用
平均5.0 星 I wish I'd read this book 20 years ago 2014年3月5日
评论者 William T. Hennessy - 已在美国亚马逊上发表
版本: Kindle电子书 已确认购买
Of course, Jim hadn't written it 20 years ago, but you get the point.

Maybe I'm drawn to contrarian ideas because my sense of humor goes that way. I've found that when everyone agrees on anything, the opposite is about to happen.

The "win-win" negotiating strategy enjoys universal endoresement. Except for Jim Camp's students. Win-win negotiations that I've been part of go exactly as Camp describes.

The vendor wants a win-win solution so it sells something. The buyer wants a win-win solution because it means buying at below cost. The vendor gets a contract and loses his shirt. The buyer gets the goods or services he contracted for, but those goods or services rarely live up to the buyer's expectations.

Win-win ends up lose-lose.

Everyone involved in the selling process should read this book, and key sales leaders might want to take Camp's course.

Besides, if for FBI head hostage negotiator Chris Voss finds Camp's approach valid, who am I to argue?

I give Start with No 5 stars.
2/2 人认为此评论有用
平均3.0 星 Good Concept. Acceptable Content. Fakeish Cases. Nule Editing. 2014年11月4日
评论者 Cesar Malacon - 已在美国亚马逊上发表
版本: 精装 已确认购买
I don't know.

1st - is repetitive.
2nd. I am not a native english speaker, but I really think this guy really needs a better editor.
3rd. It is heavily sales oriented.
4th. The content makes sense, however, is full of "mentions" to seeeeveral of his multiple cases as consultant. I say 'mentions' because it doesn't give any detail about the cases, it never goes deeper than a main situation shallowly described and a result hint. Not even the result itself. I even dount they are real cases or just his creativity trying to get any credibility by spitting out nanocases

It has two or three advices that either confirmed my knowledge or realy taught me something I consider useful.

To be honest, by the middle of the reading I considered just drop it.
1/1 人认为此评论有用
平均5.0 星 The Camp system works 2016年10月12日
评论者 Kevin Kunkel - 已在美国亚马逊上发表
版本: Kindle电子书 已确认购买
The process that Jim Camp explains in "Start with No" seems counter-intuitive, and takes a while to get used to in practice. But, changing your experience perspective to that of your customer or another "adversary" really does improve the communication and tactics of negotiation. The read is a little formulaic, but in all a good and engaging book that actually teaches you something.
平均4.0 星 Original ideas and approach that make sense 2016年7月26日
评论者 Giulio - 已在美国亚马逊上发表
版本: Kindle电子书 已确认购买
Many books on this topic are painfully filled with obvious platitudes, regurgitating the same basic concept over and over with dozens of made-up stories. Start with No is refreshingly full of interesting not-so-obvious ideas I could personally relate to and stories seemed a bit more realistic.
As much as I liked most stories and examples I would have been happier with fewer of them. Especially examples on baseball are completely obscure to non-Americans. Overall a good book, recommended.
1/1 人认为此评论有用
平均5.0 星 This book just might change your entire business life, ... 2016年6月23日
评论者 focusedlife - 已在美国亚马逊上发表
版本: Kindle电子书 已确认购买
This book just might change your entire business life, No bulls***! I've changed how I negotiate and have scored bigger gigs since using these time tested fool proof principles. Strategies trump tactics (learned that from this book).

Negotiations are everything in LIFE! This is how to win when you engage in it.