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

Blue Belt Test

In Chapters 10–12 you learned how to respond to an initial offer, establish common ground, and stay emotionally uninvolved in the bargaining process. Now it’s time to put all this knowledge to work in a very safe and fun way. You will not spend more than $20, you will end up with something that you can use, and you will get a chance to practice your negotiating skills.

Go to a garage sale in your area and bargain on several small items that you might find useful around your home or office. Spend no more than $20. Afterward, answer the following questions:

1. Did you get the other party to make the first offer?

2. Were you aware of resistance when you made an offer or counteroffer?

3. Did you show interest in something other than your primary ...