In this episode of the Thoughtful Entrepreneur, your host Josh Elledge speaks with the Co-Owner and CNO of Camp Negotiation Systems, Todd Camp.
Todd Camp has revolutionized the approach to this crucial aspect of business. His system assists negotiators, from startup co-founders to CEOs, in preparing, executing, and debriefing negotiations and business relationships. According to Todd, negotiation is not just about making deals; it's about making decisions.
When asked whether negotiation is more of an art or a science, Todd leans towards science, citing the role of emotion in decision-making as proven by neuroscience.
However, he acknowledges that the way individuals communicate—their mannerisms, speech pace, body language, and choice of words—is where the artistry comes into play.
Todd challenges the notion that negotiations with entities like the government are devoid of emotion. He argues that even in such scenarios, individuals are driven by emotional factors, such as how they are rewarded or graded for their performance.
For service providers, Todd emphasizes the importance of understanding that decisions are made in the client's world, not ours. He advises spending time early in relationships to truly understand the client's challenges and how you can provide solutions that benefit them.
Todd recommends asking open-ended questions that start with "what" and "how" to encourage clients to articulate their needs and vision. This approach helps uncover the true value you can provide, rather than pitching features and benefits prematurely.
Key Points from the Episode:Todd Camp is the influential owner and chief negotiation officer of Camp Systems, a Silicon Valley-based company widely recognized by major media outlets such as CNN, CNBC, The Wall Street Journal, Fortune, Harvard Business Review, Fast Company, and Inc.
In addition to his role at Camp Systems, Todd is the co-founder and partner of The Pareto Group, a renowned negotiation coaching firm catering to co-founders and executives in Silicon Valley and NYC-based venture-backed startups.
Co-author of the book "No, The Only System of Negotiation You Need For Work and Home," Todd has conducted live coaching sessions across the United States, Canada, South America, Europe, and Asia.
Notably, he recently contributed as a speaker and sponsor at the Negotiation Leadership Conference at Harvard University, organized by the Harvard Alumni Association.
About Camp Negotiation Systems:Camp Negotiation Systems distinguishes itself by eliminating unnecessary compromise, aiming for more profitable agreements that bolster the bottom line and foster enduring business relationships.
The system is designed to work confidentially with clients and their teams on real business deals. This strategic process enhances effectiveness in preparing for, executing, and managing critical conversations from inception to conclusion.
By prioritizing tangible results and long-term partnerships, the Camp System of Negotiation stands out in its commitment to delivering financial gains and cultivating robust and lasting connections in the business realm.
Tweetable Moments:03:23 - "Neuroscience has proven that emotion plays a key role in every decision we make."
09:04 - "There are four reasons why people reject: they lack the emotional vision of benefit, they lack the data to support that vision, they don't have the authority, or they're using 'no' as a tactic."
Apply to be a Guest on The Thoughtful Entrepreneur:https://go.upmyinfluence.com/podcast-guest
Links Mentioned in this Episode:Want to learn more? Check out Camp Negotiation Systems website at
https://campnegotiations.com/
Check out Camp Negotiation Systems on LinkedIn at
https://www.linkedin.com/company/campnegotiationsystems/
Check out Todd Camp on LinkedIn at
https://www.linkedin.com/in/todd-camp-6903904/
Check out Todd Camp on Twitter at
https://twitter.com/paretonegotiat1
More from UpMyInfluence:We are actively booking guests for our The Thoughtful Entrepreneur. Schedule HERE.
Are you a 6-figure consultant? I’ve got high-level intros for you. Learn more here.
What is your #1 Lead Generation BLOCKER? Take my free quiz here.
Want to learn more about all the podcasts managed by UpMyInfluence? Opt in here.
2014 – Personalizing Automotive Marketing in a Digital Age with Team Velocity’s David Boice
2013 – How AI is Transforming Customer Interactions and Contact Centers with Waterfield Tech’s Kerry Robinson
2012 – Transforming Your Networking Skills for Business Growth with Michael Forman
2011 – Overcoming Limiting Beliefs and Finding Balance in Business Success with Will Steel
2010 – Why AI Can’t Replace Your Financial Partner in Business with TeKoda Accounting’s Tevia Hoalst
2009 – Unleashing the Power of Human-Centric Content in Social Media Marketing with Dash of Social’s Ashley Mason
2008 – The Power of Uplifting Others in Your Leadership Journey with The Serving Way’s Chris Thyberg
2007 – Mastering the Art of Personal Branding in a Crowded Market with Allan Draper
2006 – Discover the Future of E-commerce: Trends and Tips for Shopify Entrepreneurs with Clayton Bates
2005 – Mastering Retirement: Effective Investment Strategies for Business Owners with Steve Selengut
2004 - Relationships and Their Impact on Doing Business - Building Trust and Authenticity
2003 - Your Network is Your Net Worth - Building Connections That Last
2002 - Storytelling That Sells - Using Stories to Resonate and Succeed
2001 – Leading with Generosity: Balancing Giving and Gaining from 2000 Conversations
2000 – PodCash Leader Network Attraction Mastery Workshop with Josh Elledge
1999 – How to Turn Your Agency into a Client Retention Powerhouse with Colby Wegter
1998 – Navigating the New Era of Leadership with The Success Factory’s Graham Wilson
1997 – Breaking the Marketing Agency Cycle with LoudMouse’s Marc Ensign
1996 – Managing Virtual Assistants and Boosting Engagement with Kirsten Graham
1995 – The Importance of Financial Leadership in Business Growth with Prosper CFO’s Jay Dotson
Create your
podcast in
minutes
It is Free
The Everyday Millionaire
Pure Hustle Podcast
Making Bank
The Prof G Pod with Scott Galloway
Habits and Hustle