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 […]

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 […]

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 […]

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 […]

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 […]