Camp Systems


How to Avoid What’s Bad for Your Opponent to See: Neediness

NEED: a requirement for survival fueled by adrenaline, fear, and emotion. It is often falsely confused with our wants. WANT: something that can improve our life but is not a requirement for survival. NEEDY:  a word used to describe someone that confuses their wants with their needs. But that’s what we need A VP said […]

Read more

Posted on June 3, 2022 by Camp Systems

negotiation success

How to Climb to the Top in Sales (Without Being a Cad)

Camp Negotiation’s Personal Coaching Client Landed a New Position and Rose to the Top in Sales in 12 Months To say that Michael (name changed) was unhappy in his job was putting it lightly. As a sales engineer for a major software company, he was frustrated by a corporate culture that conflicted with his business […]

Read more

Posted on March 11, 2022 by Camp Systems

How To Stay Ahead Negotiating the New Year’s Trends

Start the year with something that works. Serious negotiators don’t rely on tactics, tips, and tricks. What do serious negotiators rely on? Principles and behaviors. Here are thoughts about how to apply the Camp System principles and behaviors to navigate and negotiate the New Year’s trends. We reference the trends in a Forbes article by […]

Read more

Posted on January 6, 2022 by Dave DeSantis

How to Take Responsibility for your Own Decisions

Negotiation is about taking responsibility to make decisions.  You are in a negotiation when: You are asking someone to make a decision, or You are communicating a decision you made to another person or party. We are inclined to say Yes Unfortunately, many people from every walk of life are only comfortable asking for decisions […]

Read more

Posted on October 12, 2021 by Dave DeSantis

Why an “Adversary” and not a “Partner”?

Some clients had problems with the late Jim Camp’s words after ten minutes of his coaching. They didn’t like Camp’s use of the phrases “respected adversary”  or “respected opponent” when he referred to the person on the other side of the table. “Negotiation isn’t a war,” they rebutted. Why didn’t Jim use words like friend, […]

Read more

Posted on August 4, 2021 by Camp Systems

Negotiaton Research

The Value of Research Before Negotiating

Are you able to recognize and act fast on opportunities? Do you see the latent problems in seemingly attractive offers and stay away from hidden disasters?  For a professional negotiator, this is not a special talent, but a by-product of the work they do before they sit down at the negotiation table. As a core […]

Read more

Posted on June 17, 2021 by Camp Systems

Why You Need a Negotiation Purpose

The all-important Negotiation Purpose is #3 of 7 Principles of the Camp Negotiation System. Our seven principles are fundamental truths that do not change throughout our system. 7 Principles of Camp Negotiations Negotiation is the effort to create agreements between two or more parties with all parties having the right to veto. (Anyone can say […]

Read more

Posted on April 30, 2021 by Camp Systems

How to Negotiate with Difficult People

Is your client, colleague, or respected opponent a difficult person? Do they ask for favors, dominate, or stretch the truth? When negotiating, difficult people can become a nightmare. We’ll show you how to stay a few steps ahead of them and structure your interactions to prevent your negotiation from derailing. Tale of Two Leaders Let’s […]

Read more

Posted on February 23, 2021 by Camp Systems

Todd Camp, Negotiation Coach

How Great Negotiators Work – Interview with Todd Camp & Lanham Napier

As CEO of Rackspace, Lanham Napier had a secret weapon: Jim Camp. Why would a CEO need a negotiation coach? In this interview, Bob Jordan, president of Interim Execs, the voice of the Start with No audiobook and book collaborator, interviewed Napier and Todd Camp. Napier talks about how he used the Camp System while […]

Read more

Posted on December 16, 2020 by Camp Systems

What is a Negotiator’s Most Valuable Asset?

We coach business owners and executives that your reputation is a negotiator’s most valuable asset. Our job is to help you become an effective and efficient negotiator. For many, this enhances their sense of professionalism and calmness in difficult situations. To become a professional negotiator, you must strive for emotional neutrality throughout the entire process. […]

Read more

Posted on October 30, 2020 by 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 […]

Read more

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 […]

Read more

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.

Read more

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.

Read more

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 […]

Read more

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.

Read more

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.

Read more

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 […]

Read more

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 […]

Read more

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 […]

Read more

Posted on August 8, 2019 by Camp Systems

Posted in Decision Making, Mission and Purpose