E-Book Overview
How would you like an extra $5,000 or $10,000 or more a year to spend? How would you like to have more leisure time? These and more are the benefits of developing exceptional negotiating skills.
How would your life be different if you were a better negotiator? You could be paid more money for your work. You could be driving a nicer car. You could be living in a bigger house. You could be doing more of what you want rather than just automatically complying with what other people ask you to do. Almost everything you have merely been dreaming about could easily become a reality if only you learned the art of strong negotiating.We have opportunities to negotiate every day, and yet we often fail to get the best possible deal. Studies show that most people believe they could do better when bargaining. This is true not just for the more obvious activities such as asking for a raise or buying a house, but also for issues that do not involve money at all. Who does the dishes at your house? What movies will the family see? Who takes out the garbage? Who drives the kids to school? Who walks the dog? Where will we go out for dinner? All these issues were negotiable at some point. Most of us just give in without question on such issues, and some of us resent the inequality but don’t know what to do about it.
E-Book Content
Black Belt Negotiating—Become a Master Negotiator Using Powerful Lessons from the Martial Arts Michael Soon Lee with Sensei Grant Tabuchi AMACOM American Management Association New York • Atlanta • Brussels • Chicago • Mexico City • San Francisco • Shanghai • Tokyo • Toronto • Washington, D. C. Library of Congress Cataloging-in-Publication Data Lee, Michael Soon. Black belt negotiating : become a master negotiator using powerful lessons from the martial arts / Michael Soon Lee ; with Grant Tabuchi. p. cm. Includes bibliographical references. © 2007 Michael Soon Lee Dedication 1 THANKS Betty Cooper Frank Furness, CSP Ian Griffin John Ho Ophelia Lopez Tina Ramirez Caitlin Williams My special thanks to editor Amanita Rosenbush in Oakland, California for helping to bring order out of chaos. Also, my eternal gratitude to my loving wife, Miriam, for all of her patience and support in making this book possible. Finally, my appreciation to Sensei Grant Tabuchi, without whom this book would never have been possible. He certainly has the patience, fortitude, and knowledge of a true black belt. 2 Introduction—Martial Arts and the Tao of Negotiating How would you like an extra $5,000 or $10,000 or more a year to spend? How would you like to have more leisure time? These and more are the benefits of developing exceptional negotiating skills. How would your life be different if you were a better negotiator? You could be paid more money for your work. You could be driving a nicer car. You could be living in a bigger house. You could be doing more of what you want rather than just automatically complying with what other people ask you to do. Almost everything you have merely been dreaming about could easily become a reality if only you learned the art of strong negotiating. We have opportunities to negotiate every day, and yet we often fail to get the best possible deal. Studies show that most people believe they could do better when bargaining. This is true not just for the more obvious activities such as asking for a raise or buying a house, but also for issues that do not involve money at all. Who does the dishes at your house? What movies will the family see? Who takes out the garbage? Who drives the kids to school? Who walks the dog? Where will we go out for dinner? All these issues were negotiable at some point. Most of us just give in without question on such issues, and some of us resent the inequality but don’t know what to do about it. 3