HMA University – Negotiation Marketing

Author of “Start With No”, the late Jim Camp was the inventor of Decision-Based Negotiation. Since 1987, over 100,000 people have used his negotiation training and management system in more than 500 multinational organizations in a diverse array of industries to complete thousands of business transactions totaling over $100 billion.

Camp and his negotiation training and management system have been featured on “CNN”, “CNBC”, numerous radio shows, in “The Wall Street Journal”, “Fortune”, “Harvard Business Review”, “Fast Company Inc.”, “Cosmopolitan”, “San Francisco Chronicle”, “The Columbus Dispatch”, “The Christian Science Monitor”, and “San Jose Mercury News”. Knight-Ridder Publications declared his negotiation book “must reading”. Camp has taught his negotiation methods in nine countries on three continents.


Are You A Wimpy Negotiator?


If You’ve Ever Lowered Your Price Or Lost A Hot Prospect, This Negotiating Training 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.

In this two part audio training, 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.

This audio interview consists of an 82-minutes audio and accompanying 48-page transcript above.

Part Two: Avoiding The Objection Trap Is As Simple As Leaving All “Intellectual” Information At Home.

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 be listening – and never “presenting”. And in Part Two, you’ll hear how to do that, along with:

  • The one and only time you should walk away from a negotiation – and the outcome likely to happen if you do.
  • Why you’ll never hear Jim use words like “power,” “leverage,” and “advantage” – and what really drives a successful negotiation.
  • How to create a “vision of pain” in your adversary and how to use that to negotiate a beneficial conclusion for yourself.
  • The most certain way to set an agenda that allows your adversary to see the value of what you’re offering.
  • The 4 main variables that affect the outcome of every negotiation.

Most people walk into a negotiation and just start presenting. They think they’ll be able to convince the other person that they need whatever they’re selling. But it usually doesn’t work that way. So be prepared to throw out everything you’ve ever learned about negotiations and keep an open mind because this audio is likely to change the way you make agreements in all aspects of your life.

This audio interview consists of a 90-minutes audio and accompanying 34-page transcript above.

Part Three: The Most Important 174 Questions.

Jim Camp answer the most important 174 questions about the subject of negotiation.

These questions, on the PDF file above, are answered in a series of seven (7) audios with accompanying transcripts above.


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