From the course: The Top Three Negotiation Myths
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Getting to yes vs. starting with no
From the course: The Top Three Negotiation Myths
Getting to yes vs. starting with no
- [Host] Let's move on to the third one, which is getting to yes versus starting with no. And, I know this is one of the fundamental tenants of your style of negotiation starting with no which I know is a little bit counterintuitive. So, we already touched on getting to yes which is the win-win methodology. Can you tell us more about what we mean when it comes to starting with no? - [Guest] You know I'm a Camp guy. I was trained by Jim Camp many years ago. A lot of what I do is, the foundation is start with no, and the reason I embraced that methodology, or that idea or approach, and the principles is that it is much more, to me, genuine and authentic by asking someone to tell me what they don't want. But then for me to try to get them to say these micro yeses, right? Because that seems manipulative to me, trying to get someone, is this a good day? Is this what you want, this is what you want, right? Kwame, do you want to…
Contents
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Introducing Allan Tsang45s
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The myth of win-win2m 58s
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Errors of win-win mindset3m 24s
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Appropriate vs. inappropriate compromises4m 16s
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The myth of trust2m 14s
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How do we negotiate without trust3m 22s
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Getting to yes vs. starting with no2m 48s
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An example of starting with no5m 40s
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Addressing concerns of starting with no2m 43s
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