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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

Master negotiators ask 3-4 questions, not “lots and lots of questions”…

A popular tip in negotiation and sales training is to ask “lots and lots of questions”. The underlying premise is that the more questions you ask, the more likely you are to end up with more and better (more accurate, recent, relevant etc.) information. You are also less likely to go wrong as a result […]

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Posted on October 18, 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