11. Finding Middle Ground
The middle ground is the most crucial in martial arts and negotiating.
MICHAEL SOON LEE
In any martial arts contest, you are always looking for a comfortable spot from which to execute most of your favorite moves. In this middle ground, fighters give and take blows, scoring as much as they can while giving up as few points as possible.
The middle ground in a negotiation is where the real bargaining begins. This stage is characterized by the need to find common ground so the process can move forward. Both parties are throwing their wants onto the table to find out where they converge—each place of agreement representing one more problem that can be set aside, thus shortening the list you have to get through before ...
Get Black Belt Negotiating: Become a Master Negotiator Using Powerful Lessons from the Martial Arts now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
