LEADER 03898nam 2200625Ia 450 001 9911006691503321 005 20200520144314.0 010 $a9786611128098 010 $a9781621983675 010 $a1621983676 010 $a9781281128096 010 $a1281128090 010 $a9780814400753 010 $a0814400752 035 $a(CKB)1000000000366319 035 $a(SSID)ssj0000112751 035 $a(PQKBManifestationID)12002519 035 $a(PQKBTitleCode)TC0000112751 035 $a(PQKBWorkID)10097341 035 $a(PQKB)10636018 035 $a(MiAaPQ)EBC3001851 035 $a(CaSebORM)9780814474617 035 $a(OCoLC)187918568 035 $a(OCoLC)ocm187918568 035 $a(EXLCZ)991000000000366319 100 $a20070518d2007 uy 0 101 0 $aeng 135 $aurcn||||||||| 181 $ctxt 182 $cc 183 $acr 200 10$aBlack belt negotiating $ebecome a master negotiator using powerful lessons from the martial arts /$fMichael Soon Lee ; with Grant Tabuchi 205 $a1st edition 210 $aNew York $cAmerican Management Association$dc2007 215 $avi, 241 p 300 $aBibliographic Level Mode of Issuance: Monograph 311 08$a9780814474617 311 08$a0814474616 320 $aIncludes bibliographical references. 327 $aIntro -- CONTENTS -- THANKS -- INTRODUCTION Martial Arts and the Tao of Negotiating -- PART I White Belt -- 1 Modern Lessons from an Ancient Tradition -- 2 Overcoming Fear of the Blow -- 3 Playing to Win -- PART II Yellow Belt -- 4 Learning the Rules of Power -- 5 Spying on Your Opponent -- 6 Identifying Vital Striking Points -- PART III Green Belt -- 7 Developing the Fighting Stance -- 8 Opening Tactics -- 9 Reading Your Opponent -- PART IV Blue Belt -- 10 Countering Your OpponentÌs Moves -- 11 Finding Middle Ground -- 12 Distance Yourself from the Battle -- PART V Red Belt -- 13 Making Time Your Ally -- 14 Developing Advanced Fighting Skills -- 15 Breaking Impasses -- PART VI Brown Belt -- 16 Turning the Battle in Your Favor -- 17 Dealing with Dirty Fighters -- PART VII Black Belt -- 18 Ending the Contest with Respect -- 19 The Road to Continuous Improvement -- APPENDIX -- REFERENCES -- INDEX. 330 $aThe best martial artists know what they want when they enter the arena, they know how to get it, and they're not afraid to go after it. The same could be said of great negotiators. This book uses the principles of martial arts to guide readers step-by-step, from basic techniques through advanced strategies, all the way to achieving their "black belt" in negotiating. Packed with quizzes, scripts, checklists, and even a Negotiating Rating Sheet for continual self-assessment, the book trains readers in martial arts?based negotiation fundamentals, including: * Don?t Fear the Blow -- Black belts aren't afraid of being hit or they would never step onto the mat. Get over your fear of bargaining, and the fight is already won. * Identify Vital Striking Points -- Weaken others' positions by identifying what's most important to them...and bring down even the biggest opponent. * Read Your Opponent -- Counter an opponent?s moves by honing in on what technique they?re using -- and hit them with the perfect response. Grounded in authentic martial arts tactics, this book turns novice bargainers into black belt negotiators who can get whatever they want out of any situation. 606 $aNegotiation in business 606 $aIndustrial management 615 0$aNegotiation in business. 615 0$aIndustrial management. 676 $a658.4/052 700 $aLee$b Michael Soon$01823601 701 $aTabuchi$b Grant$01823602 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9911006691503321 996 $aBlack belt negotiating$94390346 997 $aUNINA