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

Taking Advantage of the Turning Point is All About Timing

Timing is a process of regulating the negotiation to produce the most effective results for you. As we have said, it has always been important in the contest, but at the turning point it is absolutely crucial. To get the deal you want and not let the other party come out on top, you have to be acutely aware of timing. If the winds of change begin to blow into your face rather than at your back, you must make an adjustment before the momentum builds against you. The key to taking advantage of a turning point, then, is to master the art of timing. Your opponent may make a momentary mistake or a slip, and when he or she does, you must seize the opportunity almost without thinking. This is ...