Successful negotiations depend on being nice
“One of the reasons I based my coaching on providing the person across the table with the power to say no is, first to be sure they know that I know they have that right and second, it brings down barriers to allow for a more open discussion that it allows both parties a greater opportunity to arrive at yes, the object of any negotiation.”
Camp is the founder of the Camp Negotiation Institute and the best selling author of two books on negotiating, “Start With No” and “No, The Only Negotiating System You Need for Work and Home.” Conant-Nightingale recently released a six-CD audio book, “The Power of No.”
“Many people associate the word ‘no’ with a negative outcome or, worse, walking away,” says Camp, “but in the negotiation process, letting the other party know they can say ‘no’ opens the gates to achieving a mutually agreeable outcome.
And, yes, in some cases, ‘no’ is ‘no’ and the negotiations do not end in a fashion one or both parties are hoping for but, with the knowledge that both parties have the right to veto clearly established a renewed effort is not far away.”
Based on more than twenty years of coaching negotiations of every kind, Camp knows that some parties to a negotiation deliberately use an abusive technique to intimidate, “but to the surprise of many, taking a nurturing approach, including speaking in low tones that force the other side to listen more closely can turn the process around.”
“The fact is, nurturing—what some would call courtesy—works. Our mothers more often than not use nurturing to teach us how to behave. We are taught from an early age to ‘say thank you’ and to ‘play nice’ with other children. These are some of the most important lessons we can learn,” says Camp.
Camp knows something about raising children. He and his wife Patty have raised five children and are grandparents to eight. “Children at an early age learn how to say ‘no’, especially at bedtime!”
These days, via the Camp Negotiation Institute, he is coaching students from all over the world. The CNI credentialing program utilizes proprietary, individualized learning software called BrainX, which is tailored to each student’s ability to learn and master the material. BrainX was developed by one of the world’s leading neurobiologists, Bruce Lewolt, the founder and CEO of BrainX, Inc. and chief architect of all CNI course offerings. CNI’s unique, guaranteed negotiation mastery system is offered nowhere else in the world.
Receiving individualized instruction via a form of artificial intelligence that guides them through the learning process, tests and reinforces their knowledge, CNI enables Camp to follow each student’s progress and provide personalized instruction tailored to their needs. Students from around the world who complete the course levels become certified at different levels to become Certified Master Negotiators in a variety of capacities:
Master Team Member ®, Master Team Lead® and Chief Negotiation Officer® (CNO).
“Being nice,” says Camp “should not be confused with being easy and soft. It is a way to release a little stress at the right moment. It well can be the only way of easing your way into their world, to build their vision, and to move the negotiation forward.”
In negotiations, as in all other aspects of life, being nice is a skill and an attitude that can be learned. “When people discover how effective it is,” says Camp, “it can come as a surprise. Being a tough negotiator does not preclude being a nice person.”
The Institute maintains a website at www.campnegotiationinstitute.com.
His unique approach to negotiation has been featured on CNN, CNBC, The Wall Street Journal, Fortune, Harvard Business Review, Fast Company, Inc., Cosmopolitan, and numerous daily newspapers and radio shows.
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