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

Anger

In the martial arts, emotions can be used as a tactic. Your opponent may deliberately slap you in the face just to make you mad. The same can hold true at the bargaining table. Some negotiators will play into your emotions to make you lose your composure on purpose. It’s unfair but true. They might say something derogatory about you, your client, your product, or your offer, just to rile you up. To avoid falling for this amateurish trick, you will need to understand why it works and what you can do about it.

Asians believe that control over the body is control over the mind. There are several physical moves you can make to shake off an emotional state: (1) Laugh. Breaking out in laughter breaks the tension—yours and theirs. (2) Take a ...