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

Advanced Concepts

Laser Focus

Martial arts masters share their knowledge without selfish aims or intentions. Yes, a few want to brag about how many students or dojos they have, but most do it out of a genuine love of the art. Sensei Tabuchi, for example, wants to help people learn to defend themselves and become more physically fit and mentally strong. As a result, there is no hesitation in his actions because he is driven by a true sense of purpose.

A fight automatically triggers the ego. The body is being attacked, so the mind thinks, “I have to defend myself.” This is a natural reaction, but it can sabotage a martial artist’s game. The ego doesn’t listen, is stubborn, and aims for short-term goals—all traits that work against a seamless ...