Start with NOThe Negotiating Tools that the Pros Don't Want You to Know

It's probably impossible to accurately review a book on negotiation until you've had time to try the book's ideas. Having just read it, it's difficult to say whether the techniques will be effective. That said, the book is a collection of negotiating tactics--behavior, really. Some sound very useful, e.g., "Blank slate" your mind, meaning take your focus off of the desired outcome and concentrate on the process itself. Which dovetails with another point about never letting yourself be driven by a sense of neediness, only by a detached sense of "I want it but I can live without it if the terms aren't right." The book's tone is slick. You won't find the dispassionate, thoughtful voice in books like Getting To Yes (Camp's nemesis) or Bargaining for Advantage. Camp's unwitting mentor seems to be Herb Cohen's books on negotiating, and he borrows Cohen's slick conversational style. One problem with Camp's approach is that it is his retort to "win-win" negotiating, a style Camp claims is harmful, and for which he blames Getting to Yes for introducing. But if you check Yes, you'll find that nowhere does it advocate the softheaded approach Camp ascribes to it. And whereas Yes advocates preserving the relationship with the other side if possible, Camp asserts that you cannot worry about this and must not let it be a concern. As for the title, Start With No, it never seems to be entirely clear what it means, other than a catchy slogan that seeks to position the book as an answer to Getting to Yes. Camp uses the book as a less-than-subtle advertisement for his training seminars and programs, and hints that while the book is useful, it might not impart real negotiating chops in itself--without further instruction from the master. And his website takes a hardsell approach to getting you to "register" so they can presumably harangue you to buy more material, e.g., CDs, tapes, etc. I came away from the book with the feeling that it contains less useful information than I had hoped, though it does succeed in imparting the view that the person on the other side of the table is not a colleague or "negotiating partner" but your adversary, who must not be trusted. Whether this view is useful depends, I suppose, on the players, the circumstances, etc. Start With No is an interesting addition to your negotiation library, but it doesn't really qualify as a landmark, must-have text on the subject.

EVERY business experience is a negotiation--sales, hiring, supplying, training--and every one of them can be enhanced by Camp's no-nonsense real-world advice. You will find yourself reading this book about "No" and saying as you read "Yes!" at every page. He's got it figured out, folks. Learn from him and prosper--even in your personal relationships. I thought I'd have to get past the "tough-guy" attitude portrayed in the jacket blurbs at first, but the author is sincere and cheerful in his hard-tack manner. This stuff WORKS and is REAL-world applicable, not just ivory-tower advisory. Get this book for yourself, and get it for your team...if you want to win.

I first leafed through this book in the library and what little I saw turned me off through a natural reaction to anything that might be considered ruthless, unfair or unethical,considering todays political and business climate of looking out for number one and an acute lack of morals and values that have wreaked havoc in many walks of life here in our country.

The second time in the library I had to look at it again and there decided to take it and find out what it was really about and boy did I have my mind changed.

When one really takes time to read and analyze it the true meaning comes out and one realizes that it in no way goes against the better reasoning and judgment of good, moral and ethical people of any walk of life.

If one thinks to get much from this book quickly reading it like a novel they will not understand it and be highly disappointed.

I found the best way for me was to read carefully, reread it, underline it, write notes and ponder it. Maybe like one would read the scriptures, the word of God, and then you will gain a true understanding.

Without even getting half-way through this book, it's cleary brilliant. I happened to go to the library to get a few books on "negotiating" because it fascinates me, and Start With NO is the first one I picked up. I actually feel that someone GETS IT, as it seems that I've practiced Camp's theories naturally. I've felt weird in the past, when I realized that I put people at ease because they can feel a little superior to me, but it's true, IT WORKS! I've been noted for my success with negotiating, and now understand better why I've had that success. We are constantly negotiating in life, and Camp understands this and teaches the reader how to win. I'm eager to finish this book I just started last night, as I know I'll really be armed by the book's end. THANK YOU JIM CAMP! Thanks for 'putting it out there'.

A simply brilliant book, on "how to" negotiate. While contrarian in nature the underlaying principles are a lot closer to win-win than the author admits. A thurough understanding of win-win and strategic negotiation is required before reading this book however.

It dose take some time to "get into" this book, as it contradicts everything you have been tought. But stick it out and you will begin to see the deeper level of understanding behind the book, and win-win strategy as well.

A must read for any profesional. As for those who "don't get it" - too bad.

I'm amending my original view, and adding two stars. This is a book that is not overly clear, and is not at all adequate as your only guide to negotiation. That said, it contains some important ideas. The trouble is the writing is poor since the author has the MBA habit of ruining the English language. But the book has some good points on avoiding neediness, questions, listening, and more.

There are many books on this subject, dry and hard to read, without much substance. There are a few exceptions. Jim Camp's book on the other hand is head and shoulders above the rest. It is clear and concise and lets you walk away with techniques you can use immediately to better your ability to negotiate. I have struggled with the concept of win-win. Start with No brings more meaning to honesty and integrity in the negotiation process. Well done!