Start with No: The Negotiating Tools that the Pros Don't Want You to Know

Start with No is a groundbreaking book that challenges traditional negotiation strategies by introducing a contrarian, counterintuitive system for negotiating any kind of deal in any situation.

The author argues that the conventional wisdom of seeking a win-win solution is misguided and can lead to unnecessary concessions.

Instead, the book teaches readers how to focus on understanding and controlling their own emotions and behavior during negotiation, rather than relying on the other party's emotions and needs. The book introduces a system of decision-based negotiation that emphasizes the importance of saying "no" in order to gain control over the negotiation process.

The author argues that the best negotiators are those who are not interested in "yes," but rather prefer "no." They never rush to close a deal, but instead take their time to ensure that both parties feel comfortable and secure. Start with No provides practical advice on how to create a "blank slate" during negotiation, by asking questions and listening to the answers in order to avoid making assumptions and expectations.

The book also highlights the importance of having a clear mission and purpose guiding one's decisions, as well as knowing the four "budgets" for both parties involved: time, energy, money, and emotion. Throughout the book, the author provides dozens of real-life examples from business and personal negotiations, illustrating each point of the system.

The result is a comprehensive guide that will help readers become more effective and confident negotiators in any situation.