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Jim Camp, the world’s #1 negotiating coach, shows how to release the emotional pressure that’s part of any negotiation by using his proven system of safe, decision-based negotiation that enables you to meet all your objectives without needless, wasted compromises or giveaways.

• Out of the blue your best customer demands a huge discount—or else he takes his business elsewhere.

• You think you finally have a buyer for your home, but then at the last minute she demands that you pay for new landscaping of the yard—or no deal. There are plenty of other properties for sale, and she says she’ll walk.

• Your son is having trouble in school, and you have to think about how to deal with his “my way or the highway” teacher.

When confronted with these—and innumerable other—day-to-day negotiating challenges at work and in your personal life, most people start to guess about how much they should give up in compromise to make the other side happy (“I’ll just meet them halfway, and we can put this problem to bed”).

Jim Camp has a better way for you to negotiate:

NO.

Saying “no” is not about being hard-nosed or intransigent. Rather, it stops everyone in their tracks, clears the air, and allows you to get at what the real issues are. It is a proven and an amazingly effective system that avoids unwarranted assumptions, needless compromises, and wild guesses, showing:

• How to stop being needy, banishing emotional responses such as “I must keep this customer’s business” or “I have to sell this house now,” and start focusing on what you can control—yourself

• Why in a negotiation the two worst things to hear are “yes” and “maybe”

• How to get to the heart of the issue through the art and science of asking great questions

• How to find out who the real “decider” is and stop negotiating with the unqualified

We live in a compromise- and assumption-based world, but Jim Camp flips conventional wisdom on its head and in the process makes you a more effective negotiator with clients, customers, spouses, kids, neighbors, and coworkers. Through Camp’s system you’ll find that “no” is just the start of the negotiation, not the end of it. With it, you’ll get everything you want and you’ll build solid relationships with those you negotiate with.

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书籍介绍

Jim Camp, the world’s #1 negotiating coach, shows how to release the emotional pressure that’s part of any negotiation by using his proven system of safe, decision-based negotiation that enables you to meet all your objectives without needless, wasted compromises or giveaways.

• Out of the blue your best customer demands a huge discount—or else he takes his business elsewhere.

• You think you finally have a buyer for your home, but then at the last minute she demands that you pay for new landscaping of the yard—or no deal. There are plenty of other properties for sale, and she says she’ll walk.

• Your son is having trouble in school, and you have to think about how to deal with his “my way or the highway” teacher.

When confronted with these—and innumerable other—day-to-day negotiating challenges at work and in your personal life, most people start to guess about how much they should give up in compromise to make the other side happy (“I’ll just meet them halfway, and we can put this problem to bed”).

Jim Camp has a better way for you to negotiate:

NO.

Saying “no” is not about being hard-nosed or intransigent. Rather, it stops everyone in their tracks, clears the air, and allows you to get at what the real issues are. It is a proven and an amazingly effective system that avoids unwarranted assumptions, needless compromises, and wild guesses, showing:

• How to stop being needy, banishing emotional responses such as “I must keep this customer’s business” or “I have to sell this house now,” and start focusing on what you can control—yourself

• Why in a negotiation the two worst things to hear are “yes” and “maybe”

• How to get to the heart of the issue through the art and science of asking great questions

• How to find out who the real “decider” is and stop negotiating with the unqualified

We live in a compromise- and assumption-based world, but Jim Camp flips conventional wisdom on its head and in the process makes you a more effective negotiator with clients, customers, spouses, kids, neighbors, and coworkers. Through Camp’s system you’ll find that “no” is just the start of the negotiation, not the end of it. With it, you’ll get everything you want and you’ll build solid relationships with those you negotiate with.

• 作者：文孟先生 发布时间：2022-11-25 16:14:53

  经典作品。

• 作者：John Wayne 发布时间：2010-04-26 18:18:35

  分清系统和模型的两种解释。

• 作者：栎栎自鲤 发布时间：2022-08-29 16:48:46

  又能怎样呢？

• 作者：[已注销] 发布时间：2013-07-16 14:55:38

  审时度势、避免战斗、高度警惕、防卫姿态

• 作者：双影成萃 发布时间：2011-03-02 21:20:12

  弱小的女子潜藏着巨大的能量。永远不要向生活和命运低头~~

• 作者：mingkoukou 发布时间：2023-04-07 00:19:03

  结合b站，还可以

• 看图说话吧!

  作者：正恩诺维奇 发布时间：2018-10-20 14:10:01

• 為什麼很多企業，好像明明知道投資長期目標道理，但落實到行動中，還是會被短期的目標綁住？

  作者：Amo Wu 发布时间：2020-10-10 11:31:59

  有限遊戲指的那些，以贏為目的的遊戲。這類遊戲有明確的終點、規則和邊界。

  而無限遊戲指的是那些，以延續為目的的遊戲。你的目標不是贏，而是一直玩下去。比如婚姻、生活、教育，等等。

  這個分類不是絕對的。很多事情都同時有兩面，它既有有限的一面，也有無限的一面，全看當事人怎麼看。比如，考試這件事是有限的，但學習是無限的。

  商業的本質，其實是一場無限的遊戲。但大多數的公司，都在用參與有限遊戲的方式來經營。

  應該制定什麼樣的企業文化？什麼樣的公司願景？等等。而且更重要的是，這些姿態上的轉變，不僅僅是一個長期願景。落實到當下，它也能讓你獲得切實的收益。

  大多數公司，都有明確的經營目標。比如營業額、股價、市場份額，等等。達到這個目標，公司就是成功的。這是一場典型的有限遊戲啊。

  每家公司，都在想方設法尋找一套，能讓自己成為第一的標準。要知道，有限遊戲的基本前提就是，所有的玩家都認可同一套規則。連統一的規則都沒有，就意味著這場遊戲沒有邊界，它怎麼可能是一場有限的遊戲？

  參與無限遊戲，最重要的一點是，你要用無限的心態，來重新定義你的事業。也就是，假設這件事要一直做，做上100年，甚至更久。在這個前提下，你是怎麼定義你的事業的？

  比如，可口可樂的願景不是賣碳酸飲料的，而是，要滿足人們的一切飲用需求。（打臉 Jobs：你是要繼續賣糖水，還是跟我一起改變世界？）

  為什麼很多企業，好像明明知道這套道理，但落實到行動中，還是會被短期的目標綁住？

  原因很簡單，從知道到相信，中間還有一個巨大的鴻溝，這就是理解。

  一套理論，假如你能在邏輯上把他解釋通，或者有扎實的例子，能讓人真正理解。那麼，這就是一套行之有效的行動策略。假如解釋不通，那就是一句空洞的心靈雞湯，聽完就算。因此，光有主張遠遠不夠，關鍵是，你得解釋主張背後的原理。

  越是關注長期，在行動上，就越是會專注解決好眼前的具體問題，而不是被一個階段性的目標綁拖住。

  少去想著跟誰競爭、上半年要實現多少利潤、明天還會發生什麼。想法只有一個，這件事我是要做很久的。既然要一直做，就不要有那麼多雜念，只解決好眼前的一個個具體問題就行了。

  無限思維的第二個好處了。它不是讓你去回避變化，而是在變化發生時，給你一個清晰的標準。看看在這個標準下，我還要不要做出改變？

  這個標準就是，在面對選擇時，去想一想，假如把我今天這個選擇放大，在接下來的100年裡，我都按照這個標準行事，那麼，100年之後，這份事業會變成什麼樣？它還是不是我想要的樣子？

  要想實現它，你還需要一點，調動內心感受的能力。說白了，你要真的能產生一種使命感。

  比如，你的行動會變得更清晰果斷。再比如，面對選擇時，你能獲得一個更清晰的判斷標尺。再比如，你會發現新的資源種類。你的資源邊界，會進一步擴展。

  黃金圈思維

  可以用一句話概括，就是找到你的為什麼。這個過程一共分成三步。

  第一，問自己，你是做什麼的？

  第二，你是怎麼做的？

  第三，你為什麼這麼做？

  比如，你是做手機的。怎麼做的呢？你用到了非常酷的功能，很有顛覆感的設計。那麼，你為什麼要這麼做呢？因為你想用你的產品帶來一點改變，這個產品能讓世界變得更酷。你看，到這一步，你就找到了自己的為什麼。

  當你找到自己的為什麼時，你的大腦，正在幫助你生成這件事的意義感。它在幫你增強，你做這件事的意志。

  而意志，就是無限遊戲裡，最重要的資源之一。