“Start with No” by Jim Camp highlights the unique point of view that successful negotiations start with no and put process control over results orientation. It provides innovative insight into sales for entrepreneurs of B2B companies.
The book “Start with No” addresses the problem that negotiations often fail due to the “win-win” principle. The solution is to start with a “no” and focus on behavior and process control, not on the outcome. Outcome: More realistic agreements and better deals through control of the negotiation process. A valuable approach for tech entrepreneurs in sales.
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