What Happens When a Business Trend is Here to Stay
The most significant business trend that will continue beyond 2024 is generative AI – artificial intelligence. By far, this trend will have the greatest impact on negotiation. Collecting and managing information takes time. It’s much faster with focused use of AI tools like ChatGPT4, Copilot, Bard, and others. Negotiation requires the effective discovery, organization, and […]
How to Avoid Fight, Flight, and Compromise in Negotiation
Avoiding fight, flight or compromise in negotitions
Vision Drives Decision
The Camp System of Negotiation Since 1986, we have been coaching our clients through real-time negotiations using the Camp System of Negotiation. We’ve seen almost every business negotiation imaginable from every side of the table and provide our services for as long and often as needed. Our work has a training element, but we believe […]
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 in minutes. His approach even worked when the people were semi-inebriated. Why? Rather than coercing your opinions and ideas, you’ll help the other person tap into their own reasons for the […]
Do You Know Who You really Negotiate Against?
Never negotiate against who… or what? You may be thinking it’s a corporate raider, the government, your boss, or your partner. Most people won’t believe this, but the worst person you can negotiate against is yourself. You negotiate against yourself when you think that you know: Most times, you are just making assumptions. When a […]
What to Do When a Stranger Interrupts a Negotiation
You’ve been working on this negotiation for six months and made lots of progress. Notably, you’ve identified your negotiation purpose and undertand the real problems that need to be addressed. Also, you have listed all your and your respected opponent’s team members. You’ve identified the decision-makers, influencers, or blockers. You also have a good idea […]
The Smartest Way to Negotiate Compensation
Intro to Video: An agent comes from another agency and wants to keep the same rates. Should we try to match his rates? This is Part 4 of the transcript from Dave DeSantis’ webinar for GreenWave Commissions CEO Slava Isayev. (If you missed Part 3, listen here.) Slava Isayev: Dave, if you could help us […]
3 Negotiation Myths Your Opponent Profits From
Once you understand what a negotiation is and when you are in one, it’s time to erase the negotiation myths that allow your respected opponent to gain from you. This is Part 2 of the transcript from Dave DeSantis’ webinar for GreenWave Commissions’ CEO Slava Isayev. (If you missed Part 1, listen here.) Dave DeSantis: […]
What 80% of People Don’t Know About Negotiation – Part 1
Ask a roomful of colleagues to define “negotiation,” and you’ll get all different answers. This excerpt from Dave DeSantis’ webinar with GreenWave helps you get your team on the same page and confront their biggest fear in negotiation.
Why “Always Be Closing” Doesn’t Maximize Potential Value
Suppose you focus on selling or chasing a positive result in a negotiation. In that case, you miss many opportunities to discover the real problems your respected opponent is trying to solve and maximize potential value for yourself. “Always be closing” focuses on the end of the negotiation process or the outcome, which is not […]
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 […]
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 […]
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 […]
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 […]
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, […]
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 […]
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.
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.
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 […]
The Danger of Leverage
The best use of leverage or power is in your ability to not use it.
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 […]
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. […]
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 […]
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 […]