Quotes from Jim Camp

In any negotiation, where do we want to spend as much time as possible? In the adversary's world.

If there is one classic maneuver played by large multinationals and shrewd dealers in all fields to take advantage of anxious adversaries, this is the one. Build positive expectations with pie-in-the-sky numbers, then start in with the ifs, ands, and buts.

It is absolutely imperative that you as a negotiator understand the importance of this point. You do NOT need this deal, because to be needy is to lose control and make bad decisions.

neediness can have—will have—a dramatic, always negative effect on their behavior. You must overcome any neediness at the negotiating table.

Fear of rejection is a sign of neediness—specifically, the need to be liked.

The serious negotiator understands that he or she cannot go out into the world spending emotional energy in the effort to be liked, to be smart, to be important.

The wise negotiator knows that only one person in a negotiation can feel okay, and that person is the adversary.

Stop Trying to Control the Outcome Focus on Your Behavior and Actions Instead

no" gets you past emotional issues and trivial issues to essential issues. We want decision-based negotiation, not the emotion-based waste of time known as win-win.

Goals you can control, objectives you cannot. By following your behavioral goals, you get to your objectives.

What you can control is behavior and activity, what you cannot control is the result of this behavior and activity.

Take responsibility for the bad decision, learn from it, embrace the failure, and soldier on without fear because you are only one decision away from getting back on track. But

By following your valid goals you obtain your objective. By obtaining your objective you further your mission and purpose. At all times you set goals and objectives that are as valid as the mission and purpose they serve.

Embrace "no" at every opportunity in a negotiation. Don't fear the word, invite it. You do not take it as a personal rejection because you are not needy. You understand that every "no" is reversible.

EFFECTIVE NEGOTIATION IS effective decision making, plain and simple, and the foundation of effective decision making is a valid mission and purpose to guide it.