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Black Belt Negotiating: Become a Master Negotiator Using Powerful Lessons from the Martial Arts by Sensei Grant Tabuchi, Michael Lee

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Flowing with the Power, Not Against It

It’s a common misconception that you can win over another person’s heart and mind through an argument, but you can’t. Statistics show that people choose basic beliefs in significant areas like politics and religion very early in life, and most of them die holding those same beliefs. Do you really expect to change a person’s core ideology during a brief negotiation? It is far more effective to understand what people want and then appear to give it to them. One of the first lessons that beginning martial artists learn is never to meet power with power because the only result will likely be a broken bone. One of the favorite techniques that Sensei Tabuchi uses to teach students this lesson is called bone blocking ...

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