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Be Like Water: 3 Martial Arts Lessons for Negotiation

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You may wonder what martial arts and negotiation have in common. As a lifetime practicing martial artist, I constantly use lessons from various martial arts to help me in my professional life. One of the most common themes running through all martial arts is the silencing of the “self.” Martial artists meditate to quiet themselves and become more attuned to the processes of the self and the world around them.

Negotiators must also be mindful, especially if they wish to be successful. When you’re doing all the talking and pushing, you’re the rock or the stone. Whereas when you’re water, you take whatever shape you need to become. This puts you automatically in control, even if that requires patience and time. You can be prepared for anything without being blocked by your thoughts and senses.  

If you’re tense or distracted by the planning and anticipation of your next move toward your opponent, you’re much more likely to be hit. Similarly, if your thoughts and senses block you in negotiation, you’re more likely to give away your position, strategy and point of weakness. But if you come prepared to listen with complete openness, you begin to notice things. You find openings in arguments, unravel the essential backstories behind the arguments and realize where the actual questions lie.  

Negotiation is investigative; it’s an art for the curious. Those who approach it with an open and serene mind are less likely to expose their weak points for attack. This is what it means to become the water and not the stone. 

Here are some martial arts techniques to apply to negotiations:  

1. Relax without showing strength or weakness 

Great competitors will not show their strength because it also may display a weakness. Revealing your strength can expose your vulnerability. To be like water, relax. 

I recall an instance where I did exactly this. I was attending a play in New York City’s Times Square with my business partner at the time, accompanied by his girlfriend and my wife. After the fantastic show, the audience poured through the exit. I was about 10 feet away from my wife and business partner’s girlfriend when I observed a man studying them. He seemed to be looking at their purses. I could sense he was about to make a move, so I immediately closed the gap and stood between him and the women.  

I looked him in the eye and smiled and put out my hand to shake his hand, and I said, “Hey, how are you doing?” He put out his hand and shook mine, and I just said, “There’s nothing for you here.” He shook my hand for a little longer than you’d expect and then smiled and walked away.  

This is a perfect example of the power of a be-like-water strategy. I wasn’t threatening. I wasn’t afraid. I could have approached the matter differently and been combative and accusatory, but that would have caused far more trouble than it was worth. I knew in that instance to be like the water — calm, collected. I listened and observed my surroundings and obstacles, ultimately knowing that through the art of listening and silencing myself that I could leave the situation unscathed yet wiser. 

“In the struggle between the stone and water, in time, the water wins.”  ̶ Japanese Proverb 

2. Find openings

In martial arts, the search for that opening in your opponent is a patient one that eventually yields results.  

Negotiation is a human process and thus rich in human interaction, showing your human side, establishing that you care and demonstrating empathy make the people you interact with more comfortable. How can you do this? By listening and asking questions.  

Imagine that you enter your negotiation with questions. You come in like water. You’re prepared but don’t presume your outcome by making demands of what you want. You ask good questions.  

What are good questions? Those that, like water, find an opening. 

Finding openings can be the most challenging part of a negotiation, and asking and listening offer the best opening. If you’re specific about precisely what you want at the outset, you may leave something important on the table. If you ask for too much, the negotiation may end quickly. 

Openings require open-ended questions and a bit of small talk. People are more receptive to open-ended questions. Asking open-ended questions creates an atmosphere in which your counterparty thinks and believes that the ideas presented are his or her own.  

When you open by listening, you’re letting the other party in the negotiation lead. But you need to let them lead in a way that doesn’t appear as though you’re trying to corner them. This means asking open-ended questions, not closed-ended ones. Think of closed-ended questions as those that can be answered with yes or no, while open-ended questions welcome narrative. 

Patiently search for that opening in your opponent. Consider borrowing from classic sales techniques and using questions to uncover shared interests. Respond to the opponent’s answers with follow-up questions to establish trust. 

An opening I’ve used is: “So, why are we here?” I’ve diffused tension with a simple, “How can I help?” 

Openings to negotiations should be simple, non-threatening, inviting and used to establish trust. 

3. Wait for the right moment 

Don’t come into a negotiation with your sword drawn. Come in empty-handed. Come in formless and shapeless, like water. Come in prepared to ask evoking questions that will lead to discovering information that you can use to your advantage. But first you must get them talking.  

Intently concentrate on listening so that you’ll remember everything you hear. Uncover all of the essential backstory to find out the other party’s true desires and dissatisfactions and what they most want. Then, and only then, connect your services, your products and your perspective with the other person’s needs and desires.  

Openings are conceptual gaps where you can test, interject and match their needs and desires with yours. You must be so well prepared and clear on your negotiating position that introducing these as needs and opportunities will be effortless. It will be natural. You’ll be leading, but the other party will believe that the lead is theirs. When you behave and act this way, the other party will feel like they’re teaching you.  

 Come in ready to listen with complete openness until the opportunity to present your position arises. Most of all, be patient and relaxed. Be like water.  

Cash Nickerson is chairman of AKKA North America’s Business Unit. He was President, CFO, General Counsel, and the second largest shareholder of PDS Tech prior to its purchase by AKKA Technologies. Previous roles include attorney and marketing executive for Union Pacific Railroad, associate and then partner at Jenner & Block in Chicago, and chairman and CEO of an internet company. He teaches Negotiation as a Professor of Practice at Washington University in St. Louis, School of Law. Nickerson has authored several books, with his latest book, Negotiation as a Martial Art: Techniques to Master the Art of Human Exchange (Made for Success, July 2, 2021), named “Best New Release in Business Negotiations” by the Wall Street Journal. Learn more at cashnickerson.com

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Emile Steenveld Speaker and Coach

Some people seem to naturally know how to effectively communicate in a group setting. They can express themselves clearly and listen attentively without dominating the conversation.

Being a powerful communicator is important for several reasons, including building and maintaining relationships, achieving goals, resolving conflicts, improving productivity, leading and influencing others, advancing in your career, expressing yourself more confidently and authentically, and improving your mental and emotional well-being. Effective communication is an essential life skill that can benefit you in all aspects of your life.

But, don’t worry if you don’t naturally possess this skill, as effective communication is something that can be developed with practice, planning and preparation.
 

1.  Listen actively: Practice active listening by giving your full attention to the speaker and responding to what they are saying.

 

2. Use “I” statements: Speak from your own perspective and avoid placing blame or making accusations.

 

3. Avoid assumptions: Don’t make assumptions about what the other person is thinking or feeling.

 

4. Be clear: Express your thoughts and feelings clearly and concisely by getting to the point and avoid using jargon or overly complex language.

 

5. Show empathy: Show that you understand and care about the other person’s feelings.

 

6. Offer valuable insights: When speaking in a group, provide a valuable takeaway or actionable item that people can walk away with.

 

7. Be an active listener: Listen attentively and respond accordingly, incorporating your points into the conversation.

 

8. Choose the right time: Pick the most opportune time to speak to ensure that you have the group’s attention and can deliver your message without interruption.

 

9. Be the unifying voice: Step in and unify the group’s thoughts to calm down the discussion and insert your point effectively.

 

10. Keep responses concise: Keep responses short and to the point to show respect for others’ time.

 

11. Avoid unnecessary comments: Avoid commenting on everything and only speak when you have something important to say.

 

12. Cut the fluff: Avoid being long-winded and get straight to the point.

 

13. Prepare ahead of time: Sort out your points and practice them before speaking in a group.

 

14. Smile and be positive: Smile and nod along as others speak, to build a positive relationship and be respected when it’s your turn to speak.

 

15. Take responsibility: Take responsibility for your own actions and feelings.

 

16. Ask questions: Ask questions to clarify any confusion or misunderstandings.

 

17. Avoid interrupting: Allow the other person to finish speaking without interruption.

 

18. Practice active listening: Repeat what the other person said to ensure you have understood correctly.

 

19. Use your body language too: Use nonverbal cues such as eye contact, facial expressions, and body language to convey your message and build rapport.

 

20. Be aware of the tone of your voice: it should be calm and assertive, not aggressive or passive.

 

By keeping these tips in mind, you can improve your communication skills and become a more powerful communicator, which can help you build better relationships, achieve your goals, and lead a more fulfilling life.

I you want to learn how to become more confident in life then you can join my weekly mentorship calls and 40+ online workshops at AweBliss.com so you can master your life with more success.

 
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