Hi! Welcome back. I’m in the process of reviewing the rules of negotiation from Jim Camp’s book Start with No! Mr. Camp offers thirty three rules for negotiations and I’m looking at each of them in five rules segments. Although the book was written for how to negotiate I think that his rules also apply to starting and maintaining a business and I’ve saved them on my computer to review for that purpose.
Today let’s look at five more of Camp’s rules for negotiations and I’ll offer some comments as we move through them. Below are rules 11 through 15 from Jim Camp’s book Start with No!
· Only one person in a negotiation can feel okay. That person is the adversary.
· All action-all decisions-begin with vision. Without vision, there is no action.
· Always show respect to the blocker.
· All agreements must be clarified point by point and sealed three times (using 3+).
· The clearer the picture of pain, the easier the decision-making process.
In “Only one person in a negotiation can feel okay” I believe Camp’s view is to keep the focus of the negotiations on your adversary or who you are in negotiations with. Camp is big on this idea of staying focused on what the adversary in the negotiations needs. As an Organizational Development professional I see this as a needs analysis where you are focusing on the gaps in your adversary’s situation, what is it that they are trying to accomplish. Stay in their world work in their space and you will have greater success in the negotiations or if it’s a business situation with the client.
“All action-all decisions begin with vision” boils down to where do you and your adversary ultimately want to be? It analogous to the saying if you have no goals or objectives as to what you are trying to do any action will get you there. As someone attempting to start a new business for example, you get many solicitations of advice, but you can’t be everything to everybody so you have to keep your eyes on where you ultimately wish to go and try to do those things that can advance your chances of fulfilling your vision or desire.
“Always show respect to the blocker” refers to those people administrative assistants, secretary etc. Who by the duties of their positions run interference for the adversary or client. You should treat these people with respect first because it’s the right thing to do and second because often times they setup the appointments and are the gatekeepers to the people you wish to see. Get on their bad side and they can talk negatively about you to your negotiation adversary or business client; treat them with respect and be courteous and they may open doors to those individuals who are critical to helping you get what you want.
”All agreements must be clarified point by point and sealed three times” emphasizes thoroughness in your agreements. By restating the each point and its clarification three times you are making sure that both you and the adversary understand each point in the agreement and how it will be resolved.
Finally, “The clearer the picture of pain, the easier the decision-making process” means that as I see it unless the party you are dealing with has a definite need or in this case a “pain” about a particular issue you aren’t going to get to a decision on the topic your discussing no matter how hard you try. If your adversary is in a bind and not doing something is going to hurt them and what they wish to accomplish they will ultimately reach a decision on the issue. If however they don’t have or feel pain about the issue chances are they will never come to a decision no matter how long or hard you try.
Well there you have it. Camp’s rules number 11 through 15 on negotiations. I’ve addressed almost half of Jim Camp’s rules for negotiations what do you think about them so far? Do you agree or disagree with any of them? Do you have any further comments if so please post them below and thanks again for reading. Until next time all my best! Jer
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