We are always safe in the other person’s world.

Last December 2018, I purchased an mp3 interview with Jim Camp, (author of Start with No), and Michael Senoff of hardtofindseminars.com.

The mp3 interview is divided into 3 parts.
1. HMATP_Negotiating_Part_One
2. HMATP_Negotiating_Part_Two
3. Jim Camp Q&A

Who is Jim Camp?

According to Senoff,

“Jim Camp, author of Start with No and No: The Only System Of Negotiation You Need For Work and Home, is chairman of The Camp Group, founder, CEO, and president of Coach2100, Inc., and inventor of Decision-Based Negotiation™.

Before venturing into business, “Camp served his country for seven years. He is a Vietnam Veteran and Air Force pilot.”

For 20 years, he helps clients in negotiating agreements thru his contrarian method.

What makes Camp, different from other negotiating gurus out there is that he does not believe in win-win negotiating methods. (By the way, he even mentioned that he does not want to call a guru.)

In the interview, Camp had discussed many points about how outdated win-win negotiating methods is and how it can hurt your business.

Note: I intended not to “spill the all beans” for you (go, do yourself a favor and purchased one).

Instead, I like to share my thoughts when Camp said that, “We are always safe in the other person’s world.” and why it’s important to know this before any negotiating is done.

When we were a child, we are unruly in so many ways. Our parents, irritated and wanted to pipe down us, tell scary stories to keep our energy down. And so we believe them and act accordingly.

As we grow old, the doctors do not tell us to monitor our waistline, but also tell us how your heart’s biggest artery will blow if you don’t follow the doctor’s advice. And so we believe them and act accordingly.

So what’s did our parents and doctors do to makes us act that way.

It’s because they created a vision for us.

But before we discussed why creating a vision is important, let us talked about the number 1 kryptonite any negotiator.

Often times, we go into a negotiation in a mindset that,

“I have to win this project. I have to ensure that I used the rights words and right questions and tactics to convince the clients to have a project with me.”

Noticed how many I’s and me’s in that statement?

Oh boy, Camp will be angry when he heard those words from you.

It’s because it depicts a characteristic that, according to Camp, should be avoided.

Neediness.

In neediness, we want our adversary (client) to enter our world which it should not be. And that is not the reason why the adversary wants to talk to you.

It’s the other way around.

You want to make sure that you are in their world, not yours.

To do that, you must “build create a vision around the challenges that people see. “

Why creating a vision will help you in creating your proposal or copy that will help your client and customers in dealing with their challenges?

“..because vision drives a decision.” emotionally.

And it’s definitely true.

How many times you have excitedly swipe your card during sale? Or enroll in a course because you are so desperate to earn money? Or hire a coach because everyone else is doing so?

It’s all about emotion. Feeling of Contentment. Desperation. Fear of Missing Out. And more.

We buy something out of emotion. And that emotion is driven by the vision created in us.

Physically holding the things you waited for long. Earning $100, 000 in your first launch. Having the pride to talk about something only a few people experience.

Takeaways

The vision of the adversary can unearth hidden emotions which then will drive to decisions. That’s a fact. That’s the truth.