Tuesday, November 01, 2011

Negotiation Coach has a Legion of Fans Who Learned to Say "No"

Dublin, Ohio – Jim Camp tells of a time in 1984 when he attended a three-day seminar by "a high profile negotiation training company" to sharpen his skills in preparation for a negotiation with a major U.S. company. After the seminar he called the founder of the company to ask for a personal coaching session. "'You want me to take responsibility for what we teach?' he said."

"Yes, I said. What he said next I will never forget. 'I can't take responsibility for what we teach. That is not possible.' I never forgot that", says Camp, the author of "Start With No" and founder of the Camp Negotiation Institute. "For the last 25 years we have always taken responsibility for what we teach and coach."

Camp not only takes responsibility, but as often as not, he personally answers the phone. It's that kind of attention to his clients and students that has built a fan club of people from around the world whose lives have been transformed by the methods he has developed and teaches.

Nightingale Conant has just published an audio version of Camp's book, titled "The Power of No", but whether you read the book or listen to it, the experience can be transformative.

"Start with No® has changed my whole business model says Gary Hehemann of Prime Lending. "Stress is down because I no longer allow myself to become needy. It was one of the best business books I have ever read."

At the Camp Negotiation Institute website, one can find pages of comparable quotes, just a small selection of the fan mail Camp has received over the years.

Camp's method runs contrary to most of the other "experts" who offer counseling. As he says in his 2007 bestseller, "In negotiation, 'yes' is the worst word. It just betrays a fear of failure and a fear of losing this deal, and it primes you to please the other side, to rush ahead, to compromise early and often, to come to a deal, any deal"

L.A. Barnhart told Camp, "Your book was instrumental and dare I say life changing. I read it cover to cover over a weekend before a salary negotiation with a tech startup. Your framework provided me with the tools necessary to get the salary and equity I needed and wanted. I want to get all your certifications up to the highest level."

Initiated in 2010, the Camp Negotiation Institute enables individuals to become a Master Team Member®, a Master Team Lead® or a Chief Negotiation Officer®. Based on Camp's experience, it also draws on neuroscience to teach how to avoid the traps that emotion places in the way of successfully concluding a negotiation.

The Institute's courses are offered in English, but will soon be translated into Arabic, Chinese, Russian, European-Spanish, and Latin American Spanish. The CNI credentialing program utilizes proprietary, individualized learning software called "Brain X", tailored to each student's ability to learn and master the material. Brain X was developed by one of the world's leading neurobiologists, Bruce Lewolt, the founder and CEO of BrainX, Inc.

The chairman of an equipment manufacturing factory is typical of the way the Camp methods enhance the bottom line. "For the last three years we were told by our customers if you raise prices we will go to your competitors. My staff wrings their hands and they just know we can't raise prices. 'We'll lose them', they say. You come on board and in nine months we have a price increase that will net us more than $43 million over the next three years and a happy customer. Don't you dare tell anyone you work with us. You're our secret weapon."

Camp is the first to acknowledge that there are other negotiation coaches and enough books on the subject to fill a shelf devoted to the topic, but he is also proud of the responses he gets to his book and to the new Institute. "Hello to you from Ukraine. Your book is great! True great book! True great man you are! Mr. Camp, great respect and great thanks for your book," wrote Ruslan Babich.

Howard Maslich, president of Specialized Training Services, says, "No is a good word, a very good word. As in, no fear, no problem, and no failure will be yours if you take the principle message from this book to heart. Jim Camp is a master of negotiation science, strategy and practice."

So it's not just movie stars and other celebrities that get fan mail. It's sometimes "a master of negotiation science" because, when he changes the way a person thinks in order to imbue them with the skills to achieve success, he has literally changed their life.

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Contact Jim Camp @ 614-764-0213

jcamp@startwithno.com

www.campnegotiationinstitute.com

Alan Caruba

Public Releations Counselor

The Caruba Organization

South Orange, NJ

973-763-6392