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July
30, 2007:
A Different Way To Look At Negotiation
Interview
with Jim Camp, author of NO
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Mike
Carruthers:
We all know what a negotiation is but the dictionary definition
of negotiation is important to understand. It says…
Jim Camp:
The effort to bring about agreement between two or more parties
with all parties having the right to veto - and it fell on me
like a ton of bricks.
Jim Camp, author
of the book NO
The Only Negotiation System You Need For Work and Home…
The more we allow
others freely to say "no", in fact encourage it, the
more open the dialogue and the more open the discovery process
on both sides.
So if you want
to negotiate something with someone, Jim says, say something
like: "OK here's what I propose... now it's OK to say "no"
if you don't like it." That changes the tone from one of
adversarial to one of cooperation.
If you want to
test giving permission to veto, just go to the water cooler
and someone you're talking with and you say to them, "You
know I've got this idea, it's OK if you don't agree with me
just tell me, just tell me you don't agree with this idea. But
I've got an idea, so can I present it to you?" It can be
just something simple like where to go to lunch and watch the
barriers come down - just that simple.
It may seem counter-intuitive
but Jim says "no" is a great way to start a negotiation.
What I'm really
trying to help people understand and discover is that "no"
is something first of all, everyone has a right to say. And
every effort you put forth to take away someone's right to say
"no" builds a barrier in a negotiation.
At somethingyoushouldknow.net
I'm Mike Carruthers and that's Something You Should Know.
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