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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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Tactics: Ways to Respond to Opening Moves

In martial arts, a point of resistance is anyplace where people refuse to give ground. If you encounter resistance in the opening moves, you should not meet it head-on but, instead, step around it or even go with it. Instead of having the other person’s energy focused directly against you, turn it around and use it against that person. Not only do you avoid being hit, but you can score points by using the opponent’s own momentum to throw him or her to the ground. When judo masters feel resistance, they simply redirect their opponents’ energy in any direction they wish.

There are five specific tactics you can use to respond to an opening move at the bargaining table. They will help you obtain the most ...

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