Focusing Your Power

The reason that focus gives you power is that it concentrates your strength in one place to the greatest effect. A punch, in fact, has no power unless it is concentrated on a small area. By directing all my energy into just the edge of my palm and focusing that power onto the center of a stack of concrete slabs, I can break a total of eight inches of concrete. If I used all the meat of my hand, I wouldn’t be able to do it and would probably break my wrist.

In negotiating, focus is just as crucial to your success. Try not to be distracted by side issues that might come up or by necessary pleasantries. You must learn to selectively focus from one issue to the next while keeping the big picture in mind. The whole point of negotiating ...

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