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

10. Countering Your Opponent’s Moves

When confronting an imcoming attack, the attack is parried or deflected and a counterattack is delivered at the same time.

BRUCE LEE

During the first minute or so of any contest, martial artists warm up by sparring and jabbing just to test each other. When an opponent makes a move like a punch or a kick, it gives you the opportunity to respond with a block, throw, or strike of your own. However, you don’t want to reveal too much about your strengths and especially your weaknesses at this early stage. Most savvy fighters just counter with a move similar to what their opponent just made, so they don’t overcommit.

In negotiating, how you respond to the first offer is critical. The best course of action is ...