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.
1473 – Cell-Cultured Seafood with Finless Foods’ Michael Selden
1472 – Landing The Job You Deserve with Next Great Step’s Beth Hendler-Grunt
1471 – Conversations with Dynamic Fit Pros’ Chris and Eric Martinez
1470 – Born Storytellers with Donna Griffit
1469 – Taking Clients You Can be Successful With with PK Recruiting’s Kelly Robinson
1468 – Reinvent Yourself with Coach To The Best’s Rich Russakoff
1467 – Leading Sales with Worthy Intent with Petite2Queen’s Lynn Whitbeck
1466 – Closing The Gap with Kelly Roach Coaching’s Kelly Roach
1465 – How to Build a Resilient Company with Chris Jones
1464 – What Makes You Happy with Fruition Initiative’s Sarah Duran
1463 – Mindset Matters with VK Lakkineni
1462 – Revamping To Scale, Grow and Sustain with Revampologist’s Kareen Zahr Walsh
1461 – Improving Customer Experience with Positive Polarity’s Dave Molenda
1460 – Building a Sustainable Company with Valuable Product with Flint Capital’s Andrew Gershfeld
1459 – Learning Better with Yellow Dig’s Shaunak Roy
1458 – Appreciating your Employees with motivosity’s Logan Mallory
1457 – Encapsulating Your Brilliance with Method Marketing’s Lucy Mowatt
1456 – Making The Best Choice with Scalable Path’s Damien Filiatrault
1455 – Customer-centric Legal Services with Next.law’s Anthony Millin
1454 -Overcoming Hurdles with Mentorship with Limitless Mentoring’s Elliot Wise
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