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How To Stop Lying In Business and Everyday Life

Written by Allan Tsang, Camp Negotiation Coach Picture this. You are a supplier that recently signed a big contract with a critical customer. It’s a massive win for your company. There’s only one problem: you have issues with your own suppliers. The first two orders to this customer were late, and now it looks like […]

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Posted on May 6, 2019 by Camp Systems

ASking Questions

How Many Questions Should You Ask?

A popular strategy in negotiation and sales training is to ask many questions. Most people believe that asking more questions will: Get you information that’s more accurate, recent, and relevant. Decrease the likelihood of making mistakes. Confirm your assumptions. Stop here because the impulse behind this advice is wrong. First, let me clarify that asking […]

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Posted on March 28, 2019 by Camp Systems

Exclusive Look Behind the Scenes of a Negotiation

We want to bring you in the trenches and give you an insider view of a negotiation. This event really happened. We take you step-by-step through our thinking and process and cover: * The trigger that opens wallets * Two dangerous emotions and how to stop them * The one thing you must do before you […]

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Posted on March 12, 2019 by Camp Systems

Posted in Case Studies, Mission and Purpose

How to Avoid Fight, Flight, and Compromise in Negotiation

There are many misconceptions about the Camp System of Negotiation. Some people never read past the introduction in our books and mistakenly assume we teach one of these approaches: Adversarial or anti-collaborative. End the negotiation when either party says no. “Lose-lose” or “win-lose” because we don’t hold stock in “win-win.” If you believe that the […]

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Posted on February 18, 2019 by Camp Systems

Posted in Agreement, Compromise

How to Ask Better Questions

Young children may not be the savviest negotiators, but we can learn a valuable lesson from them. A child’s curiosity in their early years compels them to ask questions about everything. These questions help them understand the world that takes shape around them. It’s a shame that we tend to lose that spark as adults. Why […]

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Posted on January 31, 2019 by Camp Systems

Posted in Building Vision, Decision Making, Questions

Negotiate or Cease to Exist

Negotiate, or Cease to Exist

Camp Negotiation in the Development of a Marine Corps Scout Sniper Platoon Written by First Lieutenant James Camp, Co-Owner of Camp Negotiations I am a Marine Corps Scout Sniper Platoon Commander. The platoon I lead is a peculiar construct within an infantry battalion. The battalion is made up of over one thousand Marines and split […]

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Posted on December 31, 2018 by Camp Systems

Posted in Building Vision, Decision Making

Dave DeSantis interview on The Sales Process Excellence Podcast

Dave DeSantis Interview Long-term sales success is about having prospects and customers trust you – and never betraying that trust. There are some obvious ways to do that… and others that aren’t so clear says Dave DeSantis, business partner, and coach at Camp Systems. Dave shares his insights into the typical prospect’s decision-making process – and how a salesperson […]

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Posted on December 6, 2018 by Camp Systems

Posted in Building Vision, Decision Making, Mission and Purpose

What the Dalai Lama and a Dinosaur Can Teach Us About Being Not Okay

The need to feel okay is one of the most basic motivators of human behavior. “Okay” largely encompasses feelings of safety, comfort and confidence, so we humans will do all kinds of things just to feel okay. We go get a fresh haircut right before a big job interview or presentation. We make the extra […]

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Posted on November 15, 2018 by Camp Systems

How to Tackle a Blocker That Pretends to Be a Decision Maker

Anyone who worked in sales has dealt with a blocker. The blockers circle the real decision-makers, like bodyguards around celebrities, pretending to be the movers, shakers, and decision makers. There are many types of blockers, for example: • Purchasing department representatives • Personal assistants • Boisterous team members who fake authority Most of you have […]

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Posted on October 18, 2018 by Camp Systems