Start with no

I was looking for an useful book about how to approach a negotiation. I found this one: start with no by Jim Camp.

Some notes taken while I have read:

• You don’t need to close this deal,
• You “want”, you don’t “need”,
• Don’t worry about rejection,
• Do “cold” calls no “hot” calls,
• Negotiation never ends,
• Take care with “non profitable” activities,
• Think on behaviour and forget the results,
• Focus on what you can control: yourself.
• People who hire a consultor and pay it work harder, it’s a fact. Money is equivalent to compromise.
• You don’t need to reason out with the other part, you have to create a vision on the other part. An easy way? with good questions,
• Never do a question that removes the right to say “no”.
• Who does take decisions? Look for them,
• Prepare your check list and your goals, after the meeting, take more notes and do a resume.