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

What Are the Consequences if Negotiations Fail?

In martial arts, the more important the contest is to both fighters, the more likely it is that a challenge is going to be accepted to meet in the ring. The more emotionally invested they become, either because of their own mental commitment or as a result of the urging of others, the more likely the contest will actually take place. In other words, when others are watching there is more pressure to follow through, whereas when they’re just bragging among themselves they can more easily walk away. And finally, the greater the consequences of a failure, the more likely it is that an agreement will occur because neither side can afford to lose the deal. Whenever there is little to gain, no one cares ...