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

Using Leverage

Leverage is the ability to multiply force using a lever on a fulcrum. It enables you to use a small amount of force to gain a large amount of movement; it allows a 90-pound woman to throw a 300-pound man with ease. By shifting their footwork just slightly, martial artists can change the leverage and alter the outcome of the match. The art of judo, in fact, is based totally on leverage. In this case, the lever is your opponent’s body, while the fulcrum is your hip, knee, or another part of your body.

In negotiating, leverage has many uses. Often, it is employed when a lot of people want something that is in short supply. For example, when the Honda Accord was first imported into America from Japan in 1976, it had a reputation for ...