Start with No: The Negotiating Tools That the Pros Don’t Want You to Know-Fast Shipping

Description

Start with No offers acontrarian, counterintuitive system fornegotiating any kind of deal in any kindof situation—the purchase of anew house, a multimillion-dollar business deal, orwhere to take thekids for dinner.

Think a win-win solution is the best way to make the deal? Think again.

For years now, win-win has been the paradigm for business negotiation. But today, win-win is just the seductivemantra used by the toughest negotiators to get the other side to compromise unnecessarily,early, and often. Win-win negotiations play to your emotions and take advantage of your instinctand desire to make the deal.

Start with No introduces a system of decision-based negotiation that teaches you how to understand and controlthese 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 behaviorthat you can and must control in order to successfully negotiate with the pros.

The best negotiators:
* aren’t interested in “yes”—they prefer “no”
* never, ever rush to close, but alwayslet the other side feel comfortable and secure
* are never needy; they take advantageof the other party’s neediness
* create a “blank slate” to ensure they ask questionsand 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 muchas 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
* neverwaste time with people who don’t really make the decision

Start with No is full of dozens of business as well as personalstories illustrating each point of the system. It will change your life as a you put to good use the principles and practices revealed here, you will becomean immeasurably better negotiator.