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

Testing the Wind

When you are sparring outdoors, the direction of the wind can influence the outcome of the contest. If you are facing the wind, dust and debris can blow into your eyes, so naturally you want the wind at your back. In negotiations, you don’t need to literally test the wind, but you can assess the conditions in which the game is taking place. This enables you to determine in which direction the momentum is heading so you can plan your next move or, better, your next three moves.

You must constantly test the direction of the market before you make an offer to buy or put an item up for sale. Is it a buyers’ or sellers’ market? Is there competition? Are prices going up or down? Is there increasing or decreasing demand for your product? ...