Canonical · Negotiation & Persuasion · Book
Start with No
Jim Camp · 2002
"Chasing agreement makes you weak — a negotiator who needs a 'yes' has already given up leverage, while one who invites 'no' keeps the decision, and the deal, fully in the other side's honest control."
Jim Camp trained Fortune 500 negotiating teams on a principle that inverts most sales advice: stop trying to get to yes. Let the other side say no, on purpose, as early as possible.
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