Lee Michael Soon, Grant Tabuchi. Black Belt Negotiating. Become a Master Negotiator Using Powerful Lessons from the Martial Arts

New York : AMACOM, 2007. — 241 p. — ISBN: 978-0-8144-7461-7.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 ste - 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.