First Say No. Secrets of Professional Negotiators

If your client is threatening to end the relationship and forcing you to provide yet another discount, and you are afraid to refuse and lose them, then Jim Camp has a different, more effective way of negotiating for you: Just say "no". This short word is the most effective tool in the arsenal of negotiation techniques, allowing you to halt fruitless discussions, discard false assumptions, and avoid unnecessary compromises. By reading this book, you will master a unique system for preparation, planning, and conducting negotiations. You will learn:
how to stop being dependent on negotiation outcomes that you cannot control, and focus on what you can manage - your own behavior;
what to say and how to speak at the negotiation table: how to guide the opponent with properly phrased questions;
how to resist a strong opponent who uses pressure and manipulation.

The "gimmick" of the book: a preparation and negotiation system through which deals worth over $100 billion are concluded annually.
The book has become a classic of business literature, recommended by leading Russian educators and business trainers as the best guide to conducting "hard" negotiations, and it is a "corporate standard" for negotiation technologies in many successful companies. More than 50,000 copies of the book have been sold in Russia.