Negotiation skills - "start with no" Review

Philippe-Lignac: Negotiation skill - "Start with No"

Negotiation management skills are perhaps the most important professional competency for any executive. Unfortunately, they are also the most widely neglected. Why is that? Fear, particularly the fear of failure and rejection, convinces all of us to behave and perform at suboptimal levels. 

Instead of maximizing results, we often times make poor decisions leading to unnecessary compromise. 

Section 1: Mindset

Contrary to the status quo, the Camp System of negotiation does not hold stock in the theory of “win-win”. Known as the contrarian perspective, this section asks you to consider, what is truly “REQUIRED” in order for a negotiation to take place? Is compromise required? Are power and leverage, what really gives you the authority in negotiation? How can you reduce your feelings of vulnerability no matter who you’re negotiating with?

Picture of Philippe Lignac MDSL sales director in Orlando

Philippe Lignac in Orlando

Section 2: Mission and Purpose

Most negotiators are so concerned about their own interests, they miss the opportunity to spend time answering the questions, “what are we going to provide the other party, and how will we provide it?” Or even worse, we make the assumption it goes without saying and never ask for confirmation and validation. Mission and Purpose empower us to ask for every decision throughout the life of the engagement. Without it, we’re guessing and potentially leaving money on the table.

Interview of Philippe Lignac Sales director MDSL at EEM London.
Mobile event for a large corporation.

Philippe Lignac at EMM London

Philippe Lignac with Durvin Sandiford at London event



Section 3: Behaviors

How do you identify what to say, and how to say it? The negotiator's ability to communicate effectively, even in the most contentious or high stakes negotiation, can make all the difference in the world. The behavioral skill sets in this section are designed to keep you safe while uncovering the motivations and challenges the other party wishes to solve. How to ask the right question at the right time is habitual amongst the finest negotiators in the world.

Philippe Lignac Interview for TV

TV Interview with Philippe Lignac Sales director MDSL


Section 4: System Structure

In this section of the book, they bring everything together and help you master the discipline of preparing, executing, and debriefing using the Camp System’s proprietary Checklist and Log process. Depending on what we already know, or more importantly don’t know, there are ways of identifying and setting the right agenda. The negotiator’s ability to identify what we want from each engagement is both critical and necessary to reach optimal outcomes.

Philippe Lignac in Tokyo - Sales director MDSL

Philippe Lignac in Tokyo

Philippe Lignac Sales Director MDSL in Tokyo for the customer's meetings

Philippe Lignac Sales Director MDSL with team