Camp Systems


stop win-Win neediness

How to Stop Win-Win From Feeding on Your Neediness

By Dave DeSantis If you are up against a win-win negotiator, they know how to use that approach to victimize you. They can sniff out your “neediness” as you enter the room, like a dog that smells the bacon before you put it in the pan. Everyone wants to sniff out someone else’s neediness, but […]

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Posted on September 11, 2020 by Dave DeSantis

Negotiation Budget: How to Manage It

If we don’t examine our negotiation budget, we will make bad decisions and compromise more than necessary. Since the onset of the pandemic, we have been challenged in how we think and behave at work, home, school, and other environments. We once took all this for granted. Now, there are more and different types of […]

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Posted on July 23, 2020 by Camp Systems

manager with negotiation pain and problems

How To Distinguish Negotiation Pain and Problems

Without pain, there’s no reason for a negotiation. The greater the pain, the more value is placed on its solution. We’ll show you how we distinguish and identify negotiation pains and problems.

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Posted on June 11, 2020 by Camp Systems

Posted in Decision Making, Questions

Writing in a Log

How to Negotiate with Bullies

Negotiations with your adversary are about creating a vision that your opponent can see – even if they are a bully or unreasonable. Avoid the trap of price dropping by following the Camp System.

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Posted on May 13, 2020 by Camp Systems

negotiation guilt

Negotiation Guilt – Are You Feeling It?

Very often, especially in times of change, a respected opponent will try to use guilt to influence you to see things their way and agree to their terms. Your guilt may cause you to make concessions in a negotiation that you would not ordinarily consider. In the Camp System, we refer to anyone you are […]

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Posted on March 19, 2020 by Camp Systems

Posted in Decision Making

The Danger of Leverage

The best use of leverage or power is in your ability to not use it.

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Posted on February 5, 2020 by Camp Systems

How to Get A Raise

What 50% of People Don’t Know About Getting A Raise

Many people march into their boss’ office at an emotional time and ask for more money. Camp Negotiations has a better way to work toward a raise, promotion, or job change, where you won’t look desperate or needy.

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Posted on December 23, 2019 by Camp Systems

Posted in Decision Making

How to Navigate the Problematic Internal Negotiations

It’s vital to plan for an internal negotiation with your team members before you begin to negotiate with outsiders.  This is a requirement. This internal negotiation should be as structured and well-planned as the ones outside of your organization. Let’s say you have an upcoming meeting with a prospect. The account manager has to be […]

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Posted on November 22, 2019 by Camp Systems

Posted in Mission and Purpose

How to Deliver Bad News

A popular way to deliver bad news is the “Sandwich Approach,” and frankly, we’ve found that it doesn’t work. If you’re not familiar with the Sandwich Approach, it goes like this. You start off by saying something positive (bread). Then you say something negative (meat) and end on a positive note (bread). In the Harvard […]

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Posted on September 20, 2019 by Camp Systems

Posted in Building Vision

Stalled Car

What Causes a Negotiation to Stall?

When an average negotiator talks about what’s stalling a negotiation, they’ll start complaining. They’ll say how their adversaries are stubborn, idiotic, difficult, uncooperative, greedy, or manipulative. Many people think that the problem is “the other person.” They may not admit this, but that’s often what they’re thinking and complaining about. The other person is the […]

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Posted on August 8, 2019 by Camp Systems

Posted in Decision Making, Mission and Purpose

Avoid a Negotiation Mistake (that 90% of Businesses Make)

Todd Camp offered his secrets of high-stakes negotiations as a guest on “The Sales Reinvented Podcast” with Paul Watts. Todd and Paul covered: Why people don’t like to negotiate (2:13) How to plan for high-stakes negotiations (3:17) Attributes of a good negotiator (5:15) Todd reveals a successful negotiation tool (Don’t miss this!) (6:27) Todd’s “Top […]

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Posted on July 23, 2019 by Camp Systems

This Is a Way to Influence Someone in Minutes

Written by Stuart van Rij, Camp Negotiation Coach Speed Read: Michael V. Pantalon, Yale psychologist, developed six questions that will help you influence someone. This method worked in seven minutes, and when the people were semi-inebriated. Why? Rather than forcing your opinions and ideas, you’ll help the other person tap into their own reasons for […]

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Posted on June 24, 2019 by Camp Systems

Posted in Influence, Motivate, Questions

How to Safely Land on the Moon

The successful lunar landing of 1969 was an example of an effective decision-making process. Although we remember that perfect landing, the capability to make millions of decisions got them to the moon, and that’s the genius. The ability to string together many decisions is the heart of negotiation. Most importantly, effective decision-making can be learned. […]

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Posted on May 31, 2019 by Camp Systems

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