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

6. Identifying Vital Striking Points

Wants and needs can be strengths and weaknesses for both you and your opponent.

MICHAEL SOON LEE

Martial artists know they can take down the biggest opponent by hitting vital striking points, the places on the body that are the most vulnerable. Especially when defending yourself against dangerous people, such as thugs on the street, you should look for opportunities to hit attackers someplace that will stop them cold—such as the eyes, nose, throat, or groin. Self-defense classes stress these areas as the first point of attack.

In negotiations, your objective is to find the striking points on your opponent; this is where the person is most vulnerable. A vulnerable spot, in this case, isn’t literally the ...