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

How Far Into the Process Does this Point Occur?

Although a turning point usually occurs in the third round of the contest, when the stakes are their highest, it can actually happen at any time, so you must be alert. In the first quarter of a football game, for example, an upset sometimes occurs when the home team fumbles on the opposing team’s one yard line. The visitors pick up the ball and score, which breaks the home field advantage. Sometimes the home team never recovers from the turnover. In many football games, however, the score is in doubt until the last few minutes. One play can end it all.

If you want to detect and then profit from the turning point, you must have the patience to bide your time. For Asians, time is a weapon. They use ...