Black belt negotiating : become a master negotiator using powerful lessons from the martial arts / Michael Soon Lee ; with Grant Tabuchi.

Format:

Book

Author/Creator:

Lee, Michael Soon.

Contributor:

Tabuchi, Grant.

Language:

English

Subjects (All):

Negotiation in business.

Industrial management.

Physical Description:

vi, 241 p.

Edition:

1st edition

Place of Publication:

New York : American Management Association, c2007.

Language Note:

English

System Details:

text file

Summary:

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.

Contents:

Intro

CONTENTS

THANKS

INTRODUCTION Martial Arts and the Tao of Negotiating

PART I White Belt

1 Modern Lessons from an Ancient Tradition

2 Overcoming Fear of the Blow

3 Playing to Win

PART II Yellow Belt

4 Learning the Rules of Power

5 Spying on Your Opponent

6 Identifying Vital Striking Points

PART III Green Belt

7 Developing the Fighting Stance

8 Opening Tactics

9 Reading Your Opponent

PART IV Blue Belt

10 Countering Your OpponentÌs Moves

11 Finding Middle Ground

12 Distance Yourself from the Battle

PART V Red Belt

13 Making Time Your Ally

14 Developing Advanced Fighting Skills

15 Breaking Impasses

PART VI Brown Belt

16 Turning the Battle in Your Favor

17 Dealing with Dirty Fighters

PART VII Black Belt

18 Ending the Contest with Respect

19 The Road to Continuous Improvement

APPENDIX

REFERENCES

INDEX.

Notes:

Bibliographic Level Mode of Issuance: Monograph

Includes bibliographical references.

ISBN:

9786611128098

9781621983675

1621983676

9781281128096

1281128090

9780814400753

0814400752

OCLC:

187918568