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Own the answers to these 174 questions on the most important skill known to man . . . The Art Of Negotiation. These questions are answered in a series of seven (7) audios interview downloads with and accompanying PDF word for word transcripts below. It is my recommendation to listen to the interview part one and two FIRST before starting with the Q&A recordings. |
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If You’ve Ever Lowered Your Price Or Lost A Hot Prospect, This Audio Could Change The Way You Close Deals… Forever When you hear the word “negotiation,” you probably picture a feel-good, give-and-take, win-win agreement. But that kind of thinking usually leads people to make compromises in their heads before they even reach the negotiating table, essentially screwing themselves out of a good deal before word-one has even been spoken. But that doesn’t mean you have to take a hard-line in order to be a good negotiator. In fact, it’s actually just the opposite. And once you learn a system for effective negotiations, you won’t ever have to worry about what to say at any bargaining table again (whether business or just day-to-day life) because it will all come naturally. And in this two-part audio, you’ll hear how to master the art of negotiating from negotiating coach and author of the bestselling negotiation book Start With No, Jim Camp. Part One: How To Escape The “Mind-Field” Confidence is everything. If you let fear and worry dominate your mind before a meeting by telling yourself things like, “They’ll probably think my fees are too high for my amount of experience,” you’ll end up compromising your whole negotiation – including your integrity. Every decision is based on an emotional vision. So you have to find a way to get into your adversary’s vision and become an integral part of it. And in Part One, you’ll hear how to do that. You’ll also hear… * Why coming across as a stumbling, bumbling “nice guy” may give you a leg up at the negotiating table * The seemingly harmful (but deal-killing) statements most people make that could be costing them millions of dollars every time they say them * How to apply negotiating techniques to cold calling that will put prospects at ease and help you get through to decision makers * Simple ways to put an end to challenges and objections by essentially making every “no” look like a “yes” * How to use the system to “get in the zone” and close every deal on auto-pilot * The one best way to stop sounding needy and desperate during a negotiation – even if you ARE needy and desperate. So sit back, take notes and get ready to learn the little known secrets of the world's number one negotiator.
Jim has never given a
PowerPoint presentation in his whole 40-year career, and doesn’t
plan to either. Why? Because once you start presenting
intellectual information in a negotiation, you’re opening the
door for objections. Instead, you want to create a vision. But
because this is your adversary’s vision and not yours, you
should only be concerned about questioning and listening – and
never “presenting.” |
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7 Part Question & Answer Session Begins Here 1) Boiling It Down To The Basics: How To Get Started The Right Way Little kids are great negotiators. Problem is, as we get older the fear of failure sets in, and it becomes harder and harder to get out of that mindset. But it’s not impossible. Every brain on the planet makes decisions in exactly the same way. So once you have a system in place, you won’t need to worry about negotiating anymore. You can just relax and know that you won’t be cutting your price, sweating out a compromise, saying the wrong things or even worrying about the outcome – because you’ll perform every negotiation the right way… and on autopilot. So in Part One, Jim uses the first 25 questions from students to break down his system to its most basic level in order to give you the solid foundation you need to start mastering every agreement. You’ll Also Hear… • How to recognize when you’re falling into the “mindset of fear” and how to get out fast• 5 quick-start steps that will take you through even the toughest of negotiations • The attitude-trap you won’t want to fall into because it instantly builds barriers and puts people off before you even open your mouth • What you need to know about “hiding the ball” in a negotiation and when to use that strategic device • The one correct attitude you should have for a successful negotiation (Believe it or not, it has nothing to do with being positive or negative) • Exactly what Jim calls the “greatest waste of resources” and how to stop yourself from falling into that worst case scenario You can’t win or lose a negotiation. And you can’t convince someone to do something. This system isn’t about manipulating a negotiation; it’s about mastering it. And Part One will help you get rid of any preconceived notions you have about the process, so you can start right where you need to be – at square one. - 36-minute audio, 13-page transcript |
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2) Managing Raw Emotions and Fear You can’t be weak or timid in a negotiation, but you can’t be aggressive either. Aggressiveness gets gobbled up too. So what do you do when you’re bubbling over with natural anxiety, fear, desperation, or an all-around lack of self-confidence? That’s where having a system in place makes all the difference. And in Part Two, Jim answers questions 26-79 from students about managing fear while staying focused and calm during a negotiation. The good news is, Jim says people who aren’t naturally assertive make great negotiators once they know the system. In fact, it may actually be a good thing not to be overly confident. And in this audio, you’ll hear how to make your emotions work for you. You’ll also hear… • The most difficult piece to the negotiation puzzle that must be determined before you sit down to any negotiating table• How to create a “vision of failure” in gatekeepers that will have them believing it’s in their best interest to let you through to the decision maker right away • The one and only way to rebound once you’ve shown you are timid, weak, or needy • How to use the “three-plus” rule to uncover mistruths and misdirection, peel back the onion, and get to the psychology of any sticky situation • Exactly what to do when an adversary is being overly aggressive or deceptive • The no-pain way every negotiation should end Unfortunately, you can’t just “wing it” when it comes to confidence, but that doesn’t mean there’s no hope. And in Part Two, you’ll hear how to end your fear of failure and take control over your emotions – no matter how intimidated you are. - 53-minute audio, 22-page transcript |
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3) The Meat And Potatoes Of Negotiating Success: Creating The Vision You Need Jim is always on. During a negotiation, he’s not worrying about his presentation. He’s busy running research about his adversary – by listening, probing, taking mental notes, and learning. Too many people forget to do that and instead become so busy trying to “show what they’ve got” in 20 minutes or less that they end up frustrated. And wondering why the negotiation failed again. If you can get into the world of your adversary, you can integrate yourself into their vision. And that’s a huge part of a successful negotiation. But in order to do that, you have to stop thinking win-win. According to Jim, that mindset only makes people feel like they need to win at any cost (and that cost usually comes at your own expense). So in this Q-and-A interview, you’ll hear Jim answer questions 80-96 about the mindset that works to create the vision you need. You’ll also hear… • What Jim describes as “the giant negotiating secret weapon” – Master this and you’ll master negotiation• How to make multiple “one-bite-at-a-time” mission statements to help you stay focused during every aspect of your negotiations • Key strategies for taking care of the problems that could be holding you back– like pricing, past performance, whatever – and end them for good • How to prepare the all-important checklist that will guide you through every turn, like a personal negotiation-GPS • The critical nuances to “three-plus” that could make or break how effective it is • How Jim does his research on a client – and it doesn’t involve your run-of-the-mill, easy-to-acquire website searches • A word-for-word script to use if a seemingly impossible impasse happens during a negotiation A great negotiation starts when you stop living in your world and start becoming a part of your adversary’s. And in Part Three, you’ll learn how to do that. - 32-minute audio, 13-page transcript |
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4) How To Stop Compromising Once And For All Even if you’re thinking, “I will NOT compromise this time,” you will – if the only tool you have in your negotiating toolbox is the mindset of “give and take.” You have to train your brain not to make assumptions or compromises, but it’s not easy because we’re surrounded by a flawed win-win mindset. Think about it. What happens to businesses when the economy tanks? Margins get slashed because owners assume they need to compromise their agreements in the field. Then because profit margins are smaller, they ask employees to take pay cuts. And the employees likely will – because they also have a mindset of compromise. It’s a vicious cycle. But it doesn’t have to be. And in Part Four, you’ll hear Jim answer questions 96–126 from students about how to create the only mindset that works. You’ll Also Hear… • How to get in the habit of using what Jim calls a Blank Slate mindset instead of the usual “Ivory Tower” win-win one• Exploding the “tactic” myth – why tactics never work in a negotiation and what you should be doing instead • Exactly what to do with your body posture and voice that will instantly ease tension – while giving you the appearance of having “relaxed confidence” • A real-life look at three-plus in action – with examples of how to use it to bring out your adversary’s vision • When and how to confidently throw out the “first offer” in a negotiation without worrying about being shot down in flames • Exactly what causes 99% of all challenges faced at the negotiating table and how to be prepared for whatever comes up Having a win-win mindset is like being stuck in a sad little fishbowl full of compromises and “tactics.” Because you can’t get anywhere with it, this kind of mindset only costs you money, opportunities, and growth. And in this audio, you’ll hear how to get out for good. - 40-minute audio, 16-page transcript |
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5) The Only 3 Things That Matter In A Negotiation If you believe your adversary has “power” in a negotiation, you’re setting yourself up for failure before you’ve even begun. That kind of mindset will only generate a self-induced, fearful emotional state. And you’ll be worrying for nothing too. According to Jim, there is no such thing as power in a negotiation. Or leverage. And believe it or not, he says price is never a factor either. In fact, it doesn’t make a difference what you’re negotiating, there are only three things that matter – vision, opportunity, and decision. And in Part Five of this Q-and-A section, you’ll hear Jim answer questions 127-147 from students about how to create those kind of key elements for every niche including... • How having a system will beat back any “tactic” your adversary may try to throw at you• Exactly what to say to a competitor if he flat out asks, “So… is this going to be a win-win agreement?” • Negotiating advice for job seekers along with a quick story about how Jim got one of his negotiating students twice the income he was currently receiving • How having a system will beat back any “tactic” your adversary may try to throw at you • Why you probably won’t want to tell your adversary that you can increase his profits – and examples of what to say instead that will actually help them visualize the money In order to have a successful negotiation, you have to stop worrying – about power, fallback positions, and especially compromise because none of that matters. But the good news is – with Jim’s system, you’ll be able to relax and know you’re ready for everything that comes up - 28-minute audio, 10-page transcript |
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6) A Foolproof Way To Avoid Failure Jim says that whenever he’s called in after a failure, he can usually attribute it to a lack of mission and purpose. It doesn’t matter how great you think a negotiation will go, or what industry you’re in – without mission and purpose, things will go wrong. But it’s not enough just to have those things in place. Both your mission and purpose have to be well thought out, clear, and step-by-step. You also have to make sure they benefit your adversary. So in this audio, you’ll hear Jim answer more niche-specific questions from students about how to create success in joint ventures, contingency deals, research, audio interviews, and more. You’ll Also Hear… • The one simple question to ask that could get you past a gatekeeper right away – Jim asked it, and got one of his clients in to see Lee Iacocca• How to have the highest price and still be in the running (even for one of those “the cheapest bid will get the contract” web auctions) • The top 4 ways to create skin in the game using what Jim describes as “the key to the money” • A word-for-word script to use when a potential client asks, “Okay, so how much is this going to cost me?” that will take the pressure off the price • How to use Jim’s system in your personal life – and negotiate insurmountable debt, rent, and other cost-of-living staples • How to make the only kind of contingency deal that’s worth it . Having a strong mission and purpose is critical for negotiating success. But you can’t just create a vision for yourself; you have to create one for your adversary as well. Show them that you understand their problems and challenges, and they’ll be compelled to dig into the opportunity you’re giving them. And in this audio, you’ll hear how to make that happen. - 38-minute audio, 14-page transcript |
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7) Jim Camp's Most Important Case Studies - 59-minute audio, 40-page transcript Hear case study after case study from Jim Camp from his incredible career of high-level negotiation. You'll hear . . . |
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