There are many ways to get what you want in 2011 if you just say no. That may sound ominous, but best-selling author and leading negotiating coach Jim Camp thinks otherwise and insists that “no” is the single most effective way to get people to listen to you.
Camp dished to Niteside about his new book, “No: The Only Negotiating System You Need for Work and Home,” and why, even in an economic downturn, “yes” is overrated.
We asked him first how he became a negotiator.
“In the early '70s I came off active military duty and wanted to get a start in the business world,” he said. “I thought I'd try my hand at sales. I took a position selling water softeners. I said exactly what they trained me to say. Despite being enthusiastic, motivated and hardworking, I failed terribly. I couldn't get anyone to agree to buy a water softener. Yet I really needed those sales commissions to survive."
“On a whim," he said, “I started looking up words in my Oxford English Dictionary, thinking I might find a new way to pitch the product. In the process, I looked up several words including sales and negotiation. I had an 'aha' moment when I read the definition of negotiation. Negotiation: the human effort to bring about agreements between two or more parties with all parties having the right to veto!”
Niteside next asked Camp if you have to learn to say no to be highly successful. Without hesitation, he said yes.
"It is a critical decision that at least maintains the status quo and allows thorough examination of a situation or set of facts and at best keeps you from making bad or damaging decisions," he said.
So here's the big idea: "You can get what you want in 2011 if you resolve to say no early and often. To what? You name it -- a lowball job offer, your 'needy' teenager, the asking price on a home or car, and more,” Camp said emphatically.
What can no do for any New Year's resolution?
"The bottom line: Stop trying to please with yes, or wimping out with maybe," Camp said.
He shows us in his new book how to use no to improve your life and make 2011 one of your best years yet.