Start with NO...The Negotiating Tools that the Pros Don't Want You to Know

Author: Jim Camp
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by vmurthy   2021-06-29
You would probably enjoy "Start with No" [0] referenced in the book. I took away a few lessons from this book :)


by vmurthy   2020-12-08
Never split the difference : Chris Voss [0] & Start with No : Jim Camp [1] opened my eyes to tactics used by sales/"business" folks when they negotiate with me and provided some tips which help me in my own negotiations. Case in point: A car dealer mentioned to me casually that a car whose MRP is AUD 38800 would never be discounted below 34000. I took it as a psychological "anchor" that had to be explored and negotiated rather than agreed upon without discussion. Started with a random figure of 32349 and ended up with getting the car for 33500 ( given that it was my first negotiation, I think it's a win :-) )

Influence by Cialdini is a timeless classic that helps me appreciate the fascinating world of human psychology