Black Belt Negotiating: Become a Master Negotiator Using Powerful Lessons from the Martial Arts

Overview

The best martial artists know what they want when they enter the arena, they know how to get it, and they're not afraid to go after it. The same could be said of great negotiators. This book uses the principles of martial arts to guide readers step-by-step, from basic techniques through advanced strategies, all the way to achieving their "black belt" in negotiating. Packed with quizzes, scripts, checklists, and even a Negotiating Rating Sheet for continual self-assessment, the book trains readers in martial ...

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Overview

The best martial artists know what they want when they enter the arena, they know how to get it, and they're not afraid to go after it. The same could be said of great negotiators. This book uses the principles of martial arts to guide readers step-by-step, from basic techniques through advanced strategies, all the way to achieving their "black belt" in negotiating. Packed with quizzes, scripts, checklists, and even a Negotiating Rating Sheet for continual self-assessment, the book trains readers in martial arts–based negotiation fundamentals, including:

• Don’t Fear the Blow -- Black belts aren't afraid of being hit or they would never step onto the mat. Get over your fear of bargaining, and the fight is already won.

• Identify Vital Striking Points -- Weaken others' positions by identifying what's most important to them...and bring down even the biggest opponent.

• Read Your Opponent -- Counter an opponent’s moves by honing in on what technique they’re using -- and hit them with the perfect response.

Grounded in authentic martial arts tactics, this book turns novice bargainers into black belt negotiators who can get whatever they want out of any situation.

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Product Details

  • ISBN-13: 9780814474617
  • Publisher: AMACOM
  • Publication date: 10/24/2007
  • Pages: 224
  • Product dimensions: 5.90 (w) x 8.90 (h) x 0.70 (d)

Meet the Author

Michael Soon Lee (San Ramon, CA) is a lifelong martial artist with 30 years experience as a professional negotiator. Sensei Grant Tabuchi is a Black Belt in several martial arts disciplines, and an instructor for Martial Arts America.

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Table of Contents


Introduction: Martial Arts and the Tao of Negotiating     1
White Belt
Modern Lessons from an Ancient Tradition     7
Overcoming Fear of the Blow     18
Playing to Win     27
Yellow Belt
Learning the Rules of Power     37
Spying on Your Opponent     50
Identifying Vital Striking Points     61
Green Belt
Developing the Fighting Stance     73
Opening Tactics     81
Reading Your Opponent     94
Blue Belt
Countering Your Opponent's Moves     109
Finding Middle Ground     118
Distancing Yourself from the Battle     130
Red Belt
Making Time Your Ally     139
Developing Advanced Fighting Skills     145
Breaking Impasses     168
Brown Belt
Turning the Battle in Your Favor     183
Dealing with Dirty Fighters     190
Black Belt
Ending the Contest with Respect     205
The Road to Continuous Improvement     211
Appendix     225
References     229
Index     231
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