{"id":128,"date":"2008-12-09T18:27:00","date_gmt":"2008-12-09T18:27:00","guid":{"rendered":"http:\/\/joapen.com\/blog\/2008\/12\/09\/start-with-no\/"},"modified":"2008-12-09T18:27:00","modified_gmt":"2008-12-09T18:27:00","slug":"start-with-no","status":"publish","type":"post","link":"https:\/\/joapen.com\/blog\/2008\/12\/09\/start-with-no\/","title":{"rendered":"Start with no"},"content":{"rendered":"<p>I was looking for an useful book about how to approach a negotiation. I found this one: <a href=\"http:\/\/www.startwithno.com\/\">start with no<\/a> by Jim Camp.<\/p>\n<p>Some notes taken while I have read:<\/p>\n<ul>\n<li>You don&#8217;t need to close this deal,<\/li>\n<li>You &#8220;want&#8221;, you don&#8217;t &#8220;need&#8221;,<\/li>\n<li>Don&#8217;t worry about rejection,<\/li>\n<li>Do &#8220;cold&#8221; calls no &#8220;hot&#8221; calls,<\/li>\n<li>Negotiation never ends,<\/li>\n<li>Take care with &#8220;non profitable&#8221; activities,<\/li>\n<li>Think on behaviour and forget the results,<\/li>\n<li>Focus on what you can control: yourself.<\/li>\n<li>People who hire a consultor and pay it work harder, it&#8217;s a fact. Money is equivalent to compromise.<\/li>\n<li>You don&#8217;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,<\/li>\n<li>Never do a question that removes the right to say &#8220;no&#8221;.<\/li>\n<li>Who does take decisions? Look for them,<\/li>\n<li>Prepare your check list and your goals, after the meeting, take more notes and do a resume.<\/li>\n<\/ul>\n","protected":false},"excerpt":{"rendered":"<p>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&#8217;t need to close this deal, You &#8220;want&#8221;, you don&#8217;t &#8220;need&#8221;, Don&#8217;t worry about rejection, Do &#8220;cold&#8221; calls no &#8220;hot&#8221; calls, Negotiation never ends, &#8230; <a title=\"Start with no\" class=\"read-more\" href=\"https:\/\/joapen.com\/blog\/2008\/12\/09\/start-with-no\/\" aria-label=\"Read more about Start with no\">Read more<\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[24,23,19],"tags":[],"class_list":["post-128","post","type-post","status-publish","format-standard","hentry","category-book","category-resource-management","category-summarys-tips"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.3 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Start with no -<\/title>\n<meta name=\"description\" content=\"I was looking for an useful book about how to approach a negotiation. 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