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

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AMACOM Div American Mgmt Assn, 2007 - Business & Economics - 241 pages
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This book is packed with quizzes, scripts, checklists, and even a Negotiating Rating Sheet for continual self-assessment. 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. It trains readers in martial arts-based negotiation fundamentals, including: Read Your Opponent; Counter an opponent's moves by homing in on what technique they're using; and hit them with the perfect response. 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.
 

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Contents

Martial Arts and theTao of Negotiating
5
Overcoming Fear of the Blow
18
Playing to Win
27
YELLOW BELT
35
Spying on Your Opponent
50
Identifying Vital Striking Points
61
GREEN BELT
71
CHAPTERS Open ing Tactics
81
Distancing Yourself from the Battle
130
Making Time Your Ally
139
Developing Advanced Fighting Skills
145
Breaking Impasses
168
BROWN BELT
181
Dealing with Dirty Fighters
190
BLACK BELT
203
The Road to Continuous Improvement
211

Reading Your Opponent
94
BLUE BELT
107
Finding Middle Ground
118
Appendix
225
Index
237
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Page i - Controlling your emotions and negotiating with integrity and honor are key ingredients to success in business." —Howard Putnam, former CEO of Southwest Airlines, author of The Winds of Turbulence...

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