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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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How Do You Recognize the Turning Point?

How can you spot when the turning point is coming? Martial artists just feel the energy shift. If they’re behind, all of a sudden there is a feeling of lightness as if a heavy weight has been lifted off their shoulders; they are able to fight with a renewed energy. In every one of the Rocky movies with Sylvester Stallone, he’s always behind in the big match, but something happens to turn the tide in his favor. However, if you are ahead in points you might see the eye of the tiger start to creep back into your opponent because he or she really doesn’t want to lose. You will have to summon all your strength to keep the pent-up fury from springing forth with full vigor.

Negotiators may feel that it’s been ...

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