Everything You were Taught About Negotiation is Wrong, Says Negotiation Expert Jim Camp
The negotiation theories taught in universities around the country are dangerously outdated. These theories of compromise are based on the collective bargaining strategies of the 50´s, 60´s and 70´s. Their fatal flaw is they don´t take into account the last decade of scientific research in neuroscience and psychology that proves the premise these concepts were built on is false.
Dublin, OH (PRWEB) April 13, 2012
At business schools around the world, students are drilled in negotiation principles and theories that have been touted by the academic community since the 1950s. These theories rely on concepts like compromise, give and take, developing fallback positions, establishing partnership and coming to logical conclusions. But having been well-versed in these academic theories, the students organizing the 2012 Harvard Negotiation and Leadership Conference wanted something new that applies to today’s business environment. To present the new science of negotiation, the students chose applied negotiation expert Jim Camp. To attend the 2012 Harvard Negotiation and Leadership Conference either in person or to watch it streamed over the Internet, please register at http://negotiationleadership.org/2012conference/.
“The student leaders contacted me out of the blue, saying that through their research they had found me to be one of the world´s leading appliers of negotiation skills in the real world,” says CEO and Founder of the Camp Negotiation Institute (CNI) Jim Camp. “They told me that they had plenty of speakers who were steeped in the theory of negotiation, but none who were teaching and coaching the discipline of negotiation in today´s business environment.”
When Camp takes the stage at the Harvard conference on April 20, 2012, the student organizers will get exactly what they were after — a hefty dose of reality. That´s because Camp´s real-world experience has shown him that the negotiation theories taught in universities around the country are dangerously outdated. “These theories of compromise are based on the collective bargaining strategies of the 50´s, 60´s and 70´s,” says Camp. “Their fatal flaw is they don´t take into account the last decade of scientific research in neuroscience and psychology that proves the premise these concepts were built on is false.”
Camp´s negotiation system is built around several recent scientific breakthroughs, including the Somatic Markers Theory pioneered by University of Southern California Professor of Neuroscience Antonio Damasio. Traditional economic theory holds that decision making is a logical process in which humans weigh the pros and cons of a choice and make a calculated decision. However by studying subjects with damage to the area of the brain responsible for emotions, Damasio has shown making a logical decision is impossible.
By applying the latest scientific research to negotiation, Camp discredits many widely held negotiation principles. “Most people believe rational thought drives negotiation, but research has shown all decisions are made emotionally,” says Camp. “When we try to prove our case with data and logic, we smother the vision that drives decisions and open the door to objections and requests for concessions.”
A second negotiation mindset Camp warns against is the belief that compromise is required in negotiation. “Whether we like it or not, humans are predators and our instinct in negotiations is to take advantage of weakness,” says Camp. “When we go into a negotiation preparing to give up something that is important to us, we create the aura of a person in a weak position — our opponents recognize this and demand more than we offer.”
A second scientific discovery important to the Camp Negotiation System is Theory of Mind, which relates to intelligence and the way we learn. Researchers studying this theory have found people who believe intelligence and abilities are innate have a fixed mindset and people who believe intelligence and abilities can be developed have a growth mindset. They have discovered that these two mindsets are, in essence, self-fulfilling prophecies: people who believe a skill can be mastered with a proper system and practice succeed, while those who believe these abilities are innate fail.
Camp uses this discovery as the foundation for his negotiation system. “Unlike outdated negotiation theories that give negotiators nowhere to go but down, I´ve created a system for generating positive, desirable and dramatic negotiation outcomes time and time again,” says Camp. “Legions of fixed-mindset negotiators will tell you negotiation is either a trait that you have or you don´t, but I can tell you from decades of experience that it can be mastered by anyone through training, coaching and practice in this system.”
While Camp´s perspective is strikingly different from anything taught at Harvard, he believes it will be well-received at the Harvard Negotiation and Leadership Conference. “The exchange of thoughts and ideas is extremely valuable, and all those attending the conference have a sincere dedication to improving our world through better agreements,” says Camp. “My hope is that by coming together and sharing these new approaches, a few participants will be jarred out of their fixed mindsets and become more receptive to a different way of thinking.”
About Jim Camp
Jim Camp is recognized globally as an expert in applied negotiations. Using his proprietary Camp Negotiation Management System, he has coached and managed hundreds of millions of dollars in transactions negotiations for his clients, including businesses of all sizes as well as governments and multinationals.
Camp is the founder and CEO of The Camp Negotiation Institute (CNI), which has more than 400 students from 24 countries enrolled in its Team Member courses. Graduates of the rigorous program earn credentials in the Camp Negotiation Management System.
Camp is also author of two bestselling books published by Crown, Start with No and NO: The Only System of Negotiation You Need for Work or Home, which have been translated into 12 languages. Camp´s newest offering is a six-CD audio program “The Power of No,” produced by Nightingale-Conant, the top publisher of leadership development products.
Camp´s unique approach to negotiation training has been featured on CNN, CNBC, CBS, FOX, Reuters and numerous radio shows as well as The Wall Street Journal, Fortune, Harvard Business Review, Fast Company, Inc., Cosmopolitan, San Francisco Chronicle, The Columbus Dispatch, The Christian Science Monitor and San Jose Mercury News.
For more information on Jim Camp, please visit http://www.campnegotiationinstitute.com or call 1-888-519 CAMP.
For the original version on PRWeb visit: http://www.prweb.com/releases/prweb2012/4/prweb9337643.htm