tags - negotiation
33 rules of the Camp system of negotiation:
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Your job as a negotiator is not to be liked. It is to be respected and effective.
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Your goals must be based on what you can control - your own behaviors and actions (activities) - and not on results.
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You are negotiating because the other party wants something that they think you can give them. This may be a solution to a pain/problem or access to an opportunity. You must discover the “real pain/opportunity” before you decide if you can and want to help them.
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Your Negotiation Purpose is stated 100% in the world of your respected opponent and 100% for their benefit.
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Negotiated agreements are collections of confirmed decisions.
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Never enter into a negotiation without a clear understanding of what you want, based on a valid Negotiation Purpose.
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Nothing in an agreement is final until all decisions have been negotiated.
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All decisions must be clarified point-by-point and confirmed at least three times.
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Maintain your right to say no and offer others the right to veto at any time.
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Be incremental. Big decisions are made only after a series of smaller decisions.
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No Neediness. No Expectations, No Assumptions. Remember, you do not need the deal; you only want it.
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You can’t tell anyone what to do. People only take action based on their vision. Their vision is 100% emotional and only sometimes supported with logic.
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No vision, no decision. All actions and all decisions begin with a clear vision of a possible outcome.
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Open-ended questions create vision.
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People make decisions that last when they feel safe and in control.
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The clearer the picture of the pain or opportunity, the easier the decision-making process.
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Only present your offer to the final decision makers and no one else.
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When you present any part of your offer, always request the other party to make a decision to accept or reject the offer within a defined period of time.
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A negotiation is only over when we want it to be over.
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Absolutely no closing.
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Only one person in a negotiation can feel safe and okay. That person is the other party.
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Always show respect and let others save face. It helps them feel safe and more likely to share information with you.
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Conserve your budget (of time, energy, money, and emotion) and never exceed it. Encourage the other party to spend all of their budget.
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Money has nothing to do with a valid Negotiation Purpose.
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Never enter a negotiation without a valid agenda.
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Never ever spill your beans in the lobby or anywhere else. The most dangerous negotiation is the one you don’t know you are in.
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The word No is good. Yes without knowing “how” is bad. Maybe is the worst.
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No saving. You cannot save the other party from themself. You are not responsible for the other party’s decisions.
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No talking. When you’re explaining you’re not in control.
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Never answer an unasked question and never answer a statement as they only describe preferences.
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Pay forward by offering to help others when there is no immediate benefit.
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The greatest presentation you will ever give is the one the other party will never see.
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Success is when you achieve the Negotiation Purpose.
[#campnegotiationsystem]: Jim Camp: Negotiation System, Camp Negotiation Systems, Inc.