Negotiation as a Martial Art


Title: Negotiation as a Martial Art
Published by: Made for Success
Release Date: July 2, 2021


We all negotiate. Put more accurately, we are always negotiating. There is always something we want that we do not have. There is always something we have that others want. Those human transactions are very human. The process of bartering, whether it be in billion-dollar transactions or over the use of the family car, is a deeply human activity. But like many soft skills, we don't teach it. We consider it something that we have to just learn by doing it. And it is true that trial and error is the basic teacher of negotiation.

But it doesn't have to be that way. Negotiation is a social activity that involves disciplines like language, observation, reaction, listening, speaking, storytelling, humor, and sensing. The number one thing you bring to every negotiation is you. This book helps you understand how these various behaviors and disciplines come to play and therefore how you can become a better negotiator. The book helps you develop the mindset and tools to become a great negotiator for yourself and for others.

Classical teaching on negotiation teaches separating the people from the problem. But the people are often the problem and the key to accomplishing your goals and theirs. We express our desires as "I want this or that." As a result, we are always talking about the "what." As people, as humans, we often don't even really know what we want. This book teaches you to get behind your "what" and theirs. To accomplish this, you need to understand the "why" not just the "what." It is the "why" that will help you understand the "what" and adjust it accordingly.

If you think you will get what you want by just being tough and demanding, this book isn't for you. If you want to succeed in dealing with those people or want to develop a negotiation style where you get what you want and people want to deal with you again and again, then this book is for you. The author draws upon principles of martial arts (designed around dealing with more powerful opponents) to help develop your understanding of negotiations.

In a battle of water and stone, water wins.


“This book is a must-read for business leaders, lawyers, and policymakers who hope to be skilled in creative negotiation and dispute resolution to accomplish their and their clients' needs.”
President, St. Louis Mediation Project, Distinguished Fellow, International Academy of Mediators, Best Lawyers in America in Mediation, 2010-present

“After 40 years of lawyering and teaching, and almost 1000 mediations, I thought I had read it all, heard it all, seen it all. I couldn’t believe how much I learned from this book.”
KAREN TOKARZ, Charles Nagel Professor of Public Interest Law & Policy, Washington University School of Law

“Read and reread this book! Cash is a master of the game. The insights and distinctions are priceless!”
KEITH J CUNNINGHAM, bestselling author of The Road Less Stupid

“At the risk of being terribly informal, Cash Nickerson simply put is the man... It’s through this three hundred-and-sixty degree worldliness Nickerson intellectually applies, juxtaposed with a decidedly simpler house style that solidifies his new book, Negotiation as a Martial Artist: Techniques to Master the Art of Human Exchange, in a league of its own.”
COLIN JORDAN, Medium (read the full review)


Negotiation Checklist

Negotiation FAQs

10 Habits of Successful Negotiators